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KEY CONTENTS :
REVIEWING YOURSELF AS A SALES
MANAGER
1. Understanding
your leadership style
2. Identify
your own sales management style
3. Your
personal development needs
4. Adapting
to meet the needs of your team
5. Know the difference between Sales Management & Sales Leadership
SETTING PRIORITIES
1. Organize
yourself, your priorities and your time
2. Assess
the strengths &weaknesses of your sales people
3. Recruit
and select high performing sales people
4. Lead
and motivate your sales team to achieve results in tough times as
well as good times
5. Prepare
and deliver effective and inspiring team meetings
6. Establish
KPIs (key performance indicators) for individuals and the team
as a whole
7. Conduct
effective performance reviews
8. Create
your own development journal and personal action plan to help
you, and your team
MARKETING STRATEGIES
1. SWOT
Analysis
2. SLEPT
Factors
3. Market
Segmentation
4. Time
& Territorial Management
5. SERVE
Analysis
6. The
4 Ps
7. Critical
Success Factors
8. Contingency
Planning
9. Training
& Development
10. Striking
a Winning Balance between: Sales & Service
DO YOU HAVE THE RIGHT PLAYERS?
1. Sales
strategies: (1) Persuasion-intensive (2) Relationship-intensive
(3) Persistence intensive (4) Expertise-intensive
2. Sales
representative analysis
3. Sales
representative: (1) Major customer expectations (2) Requirements
to meet customer expectations
SELECTING THE BEST
1. Starting
the interview
2. How
to ask questions & what questions to ask
4. Evaluating
and selecting the right candidates
MAKING THEM BETTER
2. What
is coaching – Do you coach – How do you coach
3. Coaching
techniques – Tactics
4. Barriers
5. Getting
feedback
6. Counselling
7. Non-job
related issues – Job related issues
8. Performance
burnout problems
9. Diagnosis
of sales effectiveness
EQUIPPING THE TEAM
1. What
must they do to succeed
2. How
will you help them
3. How
can they help themselves
FOCUSING ON THE AVERAGE PERFORMER
1. What
should you do: (a) Observation (b) Performance prescription (c)
Performance analysis
MODULE 1 – MOVING INTO
THE SALES LEADERSHIP PARADIGM
ü The impact of
leadership on performance
ü Managerial
approach versus leadership style
ü Reinventing the
effective leadership style
ü The different
leadership styles and how it affect performance
ü The 3 Basic
Leadership Styles & the 7 Tactical Leadership Styles
ü The differences
between the old and the new leadership styles
MODULE 2 – VISION, MISSION &
KEY RESPONSIBILITIES
ü Focus on the
Company’s Vision
ü Business Process
Re-engineering
ü Strategic Steps
towards Progress
MODULE 4 - PROBLEM
SOLVING & DECISION MAKING
ü What is decision making &
problem-solving in leadership?
ü How to solve a problem as a
leader?
ü Guide lines to help you solve
problem
ü How to improve decision-making
and problem solving skills
MODULE 5 – CHANGE
MANAGEMENT
ü Change Management
Process
ü Strategies for
Managing Change
ü The 7 R’s of
Change Management
ü The 5 Activities
of Change Management
MODULE 6 – UNDERSTANDING
& MOTIVATING EMPLOYEES
ü Ways to motivate
employees: Financial & Non-Financial Motivation
ü Employee
personality assessment
ü Integrating the
different personality styles for effective interaction
ü Building a
cohesive team
MODULE 7 – EFFECTIVE
MANAGERIAL & SUPERVISORY SKILLS
ü Leadership
Efficiency: Attitude, Professionalism & Organization
ü The 3 Power
Approach - Leveraging, Pro-Active Attitude & Discipline
ü Focusing on the
human side of management
ü How to
communicate & manage persuasively
ü How to be a great
coach?
ü Teaming-up
Employees
MODULE 8 – MANAGING
EMPLOYEES PERFORMANCE
ü Effective
Supervisory Skills from directing, coaching, supporting to delegation
ü Shaping up
problem workers
ü Praise &
Rewards
ü Providing
On-the-Job Training
ü Giving
constructive criticism
ü Performance
appraisal
MODULE 9 – AN
OVERVIEW ON THE STRUCTURE, MECHANICS, SYSTEMS & STRATEGIES
OF PROFESSIONAL SELLING THAT SALES
LEADERS NEED TO KNOW TO COACH THEIR TEAM
ü The Organized Sales
Presentation
ü Time and territory management
ü Sales Psychology - Selling to
different customer personalities
ü Handling Questions &
Objections
ü 20 Closing Techniques
DESIGNING YOUR PLAN
ü What you need to do after the
seminar
ü Set priorities & deadlines
ü Take action
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