Practical Sales Management Strategies for Today – Sessions & Objectives

#1 “Management Defined”

  • Five Prerequisites for Success
  • The Purpose of Sales Management
  • The Definition of Management
  • Major Management Styles
  • Difference Between Management & Leadership
  • Enhancing creativity
  • Making the Mission a Reality

#2 “Major Mistakes Managers Make (part 1)”

  • The Effect of Management Mistakes
  • Accepting Personal Accountability
  • The Effect of a We/They Attitude
  • We Must Manage Ourselves First
  • Effective Management is One on One
  • Staying Focused on Objectives not on Problems
  • Don’t Become Your People’s Best Friend

#3 “Major Mistakes Managers Make (part 2)”

  • Our Failure to measure Performance
  • The Importance of Training
  • The Affect of a We/They Attitude
  • Don’t Condone Incompetence
  • Using Recognition Effectively
  • Eliminate Adopting Salespeople
  • Creating a Motivational Climate

#4 “A Foundation for Success”

  • The Major Reasons Salespeople Fail
  • Why Salespeople Succeed
  • Successful Salespeople vs. Unsuccessful
  • How Comfort Zones Come into Play
  • The Questions  That Lead to Action
  • The importance of Building Confidence
  • Salespeople Must Believe

#5 “How To Structure the Job for Success”

  • Characteristics of Successful Salespeople
  • Levels of Competence
  • Structure the salesperson’s job
  • Identifying Responsibilities
  • Pinpointing the tasks of the job
  • Activities that lead to success
  • What to Inform New Hires

#6 “Measuring Performance & Setting Standards”

  • Why Measure
  • Types of Measurements
  • Performance Measurements
  • Feedback for New Hires
  • Standards Have a Purpose
  • Changing behavior is a process
  • Building salespeople to be independent

#7 “Training For Performance”

  • Training is a Process Not an Event
  • Training vs. Education
  • A Formula for Behavior Modification
  • The Importance of Good finding
  • Field Training Disciplines
  • The Importance of Follow Up
  • A Field Training System

#8 “Confronting Incompetence”

  • The impact of the environment on performance
  • Rules for Confronting
  • A Formula for Confronting
  • Re-directing Negative Behavior
  • The Importance of Observation
  • Effectively Recognizing Good Behavior
  • Leaders build people’s Self Confidence

#9 Facilitating Change

  • The Mindsets of Change
  • The Motivations for Change
  • Identifying the Concerns of Change
  • Leaders don’t tell, they Sell Change
  • Change is a Constant in Business
  • Getting People to Embrace Change
  • If we Don’t progress with Change we Regress

#10 Manipulation vs. Motivation

  • All Activity Produces Results
  • Positive and Negative Results
  • Perception is Reality
  • We are a Product of their Thinking
  • The Law of Compensation
  • Only Three Approaches to Motivation
  • Leaders Build Belief in their People

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