Session One: Introduction and Welcome
This initial session is aimed at helping the participants settle and provides an overview of what is to come.
The session includes:
- Introduction
- Domestics
- Objectives
- Expectations and Reservations
- The Ground Rules for the Programme
Session Two: The Role of a Sales Manager
This session is aimed at opening up the discussion on sales management and the need for us to be leaders in today’s environment.
- The Training Grid
- The Role of a Sales Manager
- Management vs. Leadership
- The Sales Management Process Overview
- Motivating my People, where this fits within the role
Session Three: How I Communicate With My Team
This session concentrates on ensuring the sales manager understands their personal communication and how this impacts on their people.
- The Four Essentials of Communication
- Understanding my Communication Style and its impact on others
- Why do I have problems with some and not others when communicating?
- The pros and cons of communication mediums and how to use them to greater effect
- Session Four: The Strategic Planning Process
The sales manager will be introduced to the planning process and discuss how this is utilised within their business.
- The Strategic Planning Process
- Strategic Thinking
- Looking at all levels from vision to individual action
- Discussion of their company’s plan against this process
- Discussion of how they will plan to meet their business requirements – their high level success strategy plan
Session Five: Sales Management Process - Your Vision
The creation of the sales managers Vision for their people is a critical part within the planning process, it also fits within the sales management process. “If you do not know where you are going, how do you know when you get there?”
- The Power of Vision
- The Vision for your team
- Communication of your Vision
- Vision behaviours by you and your team
- More detail for the success strategy plan
- Knowing what you have to achieve to plan for success
Session Six: The Sales Management Process – Recruiting and Selecting Your People
A key to the sales managers success is through their people. This session aims to help the sales manager recognise the skill set of the team, where they are against what is needed to achieve the vision and business strategy. How they are going to ensure they are best placed through their people to achieve success.
- What does my ideal sales person look like – KASH analysis (Knowledge, Attitude, Skills and Habits)?
- What behaviours do I need to achieve my Vision?
- Where are my current team against this?
- What do I need to do to achieve:
- Right People?
- Right Place?
- Right Time?
- More detail for the success strategy plan
Session Seven: The Sales Management Process – Developing my People
A sales manager’s people are crucial to the success of the manager and the organisation so it is critical that we use every opportunity to provide development for them. This session reviews what this team of sales managers currently does for their people against what they could do.
- Team Meetings as development time
- Uncovering individual development needs
- Training vs. coaching vs. feedback
- Creating the environment for development
- Training do’s and don’ts
- More detail for the success strategy plan
Session Eight: The Sales Management Process – Coaching my People
The sales manager is the team coach, who provides the focus, the support and the motivation for success. This session introduces the concept of supportive coaching and enabling people to take personal responsibility for success.
- What is coaching?
- Good coaching practices
- The coaching continuum
- Consultative planning – coaching for performance
- Live coaching practice
- More detail for the success strategy plan
Session Nine: The Sales Management Process – Monitoring and Evaluating Success
Success is achieved by knowing where you are against plan: knowing what your people are capable of achieving and supporting them: keeping our eye on the overall picture and stepping in when needed: providing the motivation and momentum to keep things moving.
This session reviews what the sales manager currently does against what they could do to ensure their success and that of their team.
- How do you monitor and evaluate success?
- What information does this provide you with and how do you use it?
- What else could you/should you have?
- What do you need to do to enhance what is currently done by yourself and others?
- More detail for the success strategy plan
Session Ten: Summary and Close
The final session includes the sales manager’s commitment to action. What they will do to ensure the success of their sales culture visions.
- More detail for the success strategy plan
- Commitments
- Course closure
