Practical Sales Management Workshop Outline
Drive sales growth with a customised 'Practical Sales Management' workshop for your sales management team. Challenge the team with unique workshop content, including:
Introduction and Overview
- Pre-workshop assessments
- Critical sales leadership issues
Management Defined
- Five prerequisites for business success
- The purpose of management
- Definition of management
- Major management styles
- Management vs leadership – the difference
- Making the dream/mission/vision a reality
Major Mistakes Managers Make - Part 1
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The effect of manager’s mistakes
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Refusal to accept personal accountability
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Having a we/they attitude
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Failure to manage ourselves
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Managing everyone the same way
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Concentrating on problems not objectives
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Being a buddy not the boss
Major Mistakes Managers Make - Part 2
- Failing to measure performance
- Failing to set standards
- Failing to train
- Condoning incompetence
- Recognising only top performers
- Attempting to motivate
Foundation for Success
- Three major reasons salespeople fail
- Difference between successful and unsuccessful salespeople
- Understanding comfort zones
- Questions that determine salespeople’s actions
- #1 “What are my chances of success?”
- #2 “Where is the value to me?”
How to Structure the Job for Success
- Three characteristics of successful salespeople
- Four levels of competence
- Structuring the job
- Identifying responsibilities
- Pinpointing the tasks
- Recommendations for new sales hires
Measuring Performance and Setting Standards
- Methods for measuring performance
- Recruiting and measuring performance
- Why standards are required
- Types of standards
- Production standards and their relationship to quotas
- Attaining sales objectives
How to Train for Results
- Change means train
- Training is a process, not an event
- Training and education – the difference
- Formula for behaviour modification
- Creating a good finding atmosphere
- Disciplines of field sales training
- Field sales training process
How to Confront Incomptence
- Taking people from entry level to the norm
- Questions to ask before confronting
- Rules for confronting incompetence
- Formula for confronting incompetence
- Secret to perfecting any skill – visualisation
- Formula for redirecting behaviour
- Positively reinforcing behaviour
- What to do if you are unsuccessful
Facilitating Change
- Today’s challenge - change
- Mindsets of change
- Motivations of change
- Tolerance for change
- Change – key questions that must be answered
- Facilitating change
- Planning for change
Motivation versus Manipulation
- Thinking: the source of results
- Elevate the level of thinking
- Law of compensation
- Motivational methods
- Thinking: the key to a manager’s approach
Team and Personal Action Strategies
