Program content
The program emphasizes a combination of sales management goals, proven techniques, company success stories and role playing to raise participants conceptual understanding, practical skills and experiential learning in sales management. Participants finish the program by designing their own Sales Manager tool kit based on content spanning the 2-day session.
The Program is built around three key modules:
Managing Sales People
Establish an effective framework to manage sales people across the employment cycle.
- Improve your ability to identify, interview and hire high potential sales candidates
- Learn how to develop sales people in live coaching mode across the sales cycle
- Understand how to assess sales competency gaps and identify appropriate training
- Enhance skills in detecting, managing and exiting poor sales performers
Managing Sales Productivity
Understand and apply proven approaches to maximize personal and team productivity.
- Master personal productivity with a focus on time management and calendar control
- Maximize team productivity through sales team cadence and client engagement cycle
- Working with your sales leader to maximize visibility, engagement and support
- Sensing and addressing sales conflicts and cross-functional support needs
Using a motivating cause to drive engagement and sustain commitment across the sales team.
- Accessing and maintaining visibility on the evolving state of the business
- Linking Sales team goals and values to corporate strategy and annual plan goals
- Managing changes in sales priorities and commitments with the sales team
- Translating corporate and sales strategy into specific team actions and milestones
- Communicating and motivating the cause as core to success of the sales team
