Course objectives:
On completion of this programme you will be able to:
-Examine a variety of ways of recruiting new staff to ensure an objective decision
-Adopt a variety of different and appropriate ways to motivate the team
-Create business related incentive schemes
-Use a number of models to provide both constructive and negative feedback
-Recognise skills gaps and decide the most appropriate development solution
-Forecast business with confidence, understanding productivity ratios, platforming and structure business cycles
Course content:
The role of the sales manager
-Leadership by example
-The image of a sales manager - projecting an image commensurate with the job and the market
-How the role must vary to maximise motivation of the sales team
-Manager as leader and coach - using failure and weaknesses as a coaching opportunity
Recruitment
-Looking at different methods
-Testing the experience and capability
-Involving others in the process
-Recognising the costs and lost opportunity
Getting more from your team
-Devising Incentives without losing sight of the company objectives
-Understanding motivational factors and recognising how they differ from person to person
-Short term and long term incentives
Keeping a balance
-The importance of team identity
-Building on the contribution of each member
-Keeping everyone focused
Coaching
-Field visits - when and how to do them
-Behaviour in the call - what part should you play
-Building on strengths rather than emphasising weaknesses
-Giving feedback without de-motivating
-Adapting your style
Training
-Defining a skills gap - both individual and team
-Deciding how to resource the issue
-Sources of training and the various types available
-How to monitor and debrief after the eventRunning effective meetings
-How often should they be run?
-Purpose - making them worthwhile
Planning the meeting
-Setting out an agenda and objectives
-Gaining commitment
-Chairing meetings effectively
-Sharing responsibility
Goals and objectives
-Setting targets - who sets them and are they fair?
-Short term goals
-Gaining commitment
Forecasting
-Keeping on track of the activities of all the team
-Using statistics to check validity
-Sales platforming - using past data to maintain the pipeline
Time management
-Planning your time across team, individual, customer and the office
-Allocation of priorities for the best effect
-Admin versus field activity - who comes first, the boss or the team?
-Personal action plan
My effect on the team
-How do teams function?
-Identify key leadership behaviours to influence teams and the individuals that make up those teams
-What makes a 'Champion Team'?
-Create actions that build the team and develop it
-Developing the sales team matrix
-Facilitating the team's full potential
Review of Programme
Other Recommended Programmes
-The Manager as a Coach
-Mentoring in the Workplace
-Creating High Performance Teams
