Workshop Description
Many well-intentioned sales managers invest hours in sales training. Yet, to be an exceptional sales manager requires a completely different set of skills than selling. One of the most powerful skills for sales manager to possess is the ability to coach and mentor. This workshop provides participants with the skills and tools needed to manage more effectively and become better sales coaches. Participants will learn to lead, coach and manage their sales team with an emphasis on performance goals. How a sales manager approaches this task will significantly affect a sales person's performance and job satisfaction.
Contracting:
Establishing and managing sales agreements
- Learn an effective way to delegate sales responsibilities
- Prepare for the above meeting by establishing clear standards of performance
- Learn dialogue skills to discuss potential obstacles that could get in the way of not getting what you need
- Develop effective ways to follow-up that ensure the sales performance you want
Counseling:
Helping the sales rep resolve his/her own problems
- Facilitate a meeting through problem resolution with the sales rep
- Learn to model empathic listening so you understand the sales person's point of view
- Clarify misunderstandings before responding
- Determine the core problem or issue
- Provide input in bite-size pieces
- Learn the speaking barriers that undermine problem solving
Coaching:
Guiding sales reps toward success
- Understand the difference between coaching and managing
- Learn how to establish a performance-based coaching partnership
- Develop a sales person who is willing but lacks a particular skill or knowledge
- Become adept at targeting your feedback so the sales rep is more willing to hear it
- Learn how to be objective when delivering feedback
- Discover how to balance reinforcing and corrective feedback
Confronting:
Holding sales people accountable
- Learn the appropriate steps to prepare for a confrontation meeting
- Learn how to handle emotions that result from this process, before, during and after the meeting
- Learn strategies to deal with someone who's able, but is not willing
- Identify the consequences you are willing to execute if the sales rep is not willing to re-commit
- Discover barriers that get in your way when communicating with others
Prerequisite: None
Number of Days: Three
Please contact Glenn Siebert
at 440-572-5558 or
Sales@PerspectiveView.com for a detailed outline of this workshop.
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