'Practical Sales Management' Training Program Content

Module 1    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

Module 2   Major Mistakes Managers Make - Part 1 - Request a Preview CD  

• The effect of manager’s mistakes
• Refusal to accept personal accountability
• Having a we/they attitude
• Failure to manage ourselves
• Managing everyone the same way
• Concentrating on problems not objectives
• Being a buddy not the boss

Module 3    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

Module 4    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?”

Module 5    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

Module 6    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

Module 7    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 

Module 8    How to Confront Incompetence

• 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

Module 9    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

Module 10    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