Program Overview
We have all heard before that, what makes a sales person need not necessarily make a good sales supervisor or sales manager. Similarly, what worked well in the past may not be sufficient to support the new sales manager to be effective. The transitional shift for an individual member of any organization to the position of responsibility as a sales manager or sales supervisor is probably the single most challenging factor in organizational life. In every given situation, there is a profound need to transform our thinking about work and relationships by learning new skills and knowledge.
This specially designed 2-day training helps develop and refine managerial skills for both those people starting out in sales team management, as well as those who are more experienced. The course empowers you to optimize the effective functioning of your daily tasks. Your active participation in our program provides you with a rigorous training environment, enabling you to apply and sustain your learning with the aim of forming winning habits.
High Impact Sales Team Management focuses on the following areas:
- Customer development
- People development
- Resource management
- Time management
- Understanding numbers
Training Outcome
After completing the training, you should be able to:
- Handle the new role of sales management leadership
- Use various communication strategies to develop winning solutions
- Solve problems and make decisions effectively
- Resolve conflicts professionally
Our Methodology
To change your direction, shift your thinking.
However, long ago you learnt to ride a bicycle, it’s likely an experience you’ve never forgotten. The skill remains with you today. When was your last corporate training program? How much of what was in your business today? Are all that remains the workshop manuals left on your shelf?
Our programs are initiatives that last. They encourage new ways of thinking. They open up ways to create extraordinary achievements. We believe individual behavior and attitude contribute significantly to the overall excellence of your organization. So we focus on what really matters.
Our unique methodology of combining experiential, instructional and discovery learning, and supported by modern coaching technology, creates powerful shifts in attitudes and behavior that will encourage sustainable change in your organization. These changes make an impact on results where it matters.
In our programs, you can expect an extensive use of case studies, debriefing, dyads, facilitated coaching, feedback, games and activities, group discussions, lectures simulations, and structured instruments.
Course Outline
Our program outline encompasses the following modules:
Day 1:
Module 1: Overview
- Context
- Gaining self-awareness
- The critical pinch-point in management
- The 3 Pillars: Numbers, Resources and Customers
- Team and territory management
Module 2: Understand The Numbers
- Gathering reports
- Interpreting the data
- Tracking the numbers
- Keeping a sales diary
- Developing hypotheses
Module 3: Manage The Resources
- Commercial firepower
- Getting the best return on resources
- Cost / Benefit analysis
- What we think what customers value
Module 4: Team Development
- High performing teams
- Team development model
- The four stages of development
- Improving team performance
- Role of the manager
Day 2:
Module 5: Engagement Rules
- Building credibility
- The 4 Customer Behavioral Styles
- Identifying your personal style
- Developing your style towards effective selling
- Shifting into positive action
Module 6: Developing The Team Resources
- The 3 Hats
- Risk experience/skills
- Train, direct, delegate and coach
- Performance talent/potential
- The Coaching Spectrum
Module 7: Time Management
- Relationship between task and time
- The To Do List: Planning and scheduling
- Goals and tasks
- Prioritizing between urgent and important
- The procrastinator in you and others
Module 8: Develop The Customer Base
- Customer mapping
- Monitor
- Build
- Maintain
- Protect
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