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..... Empowering Performance |
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| Part Two |
1. Learning to Lead Your Sales Team |
- Recognize qualities of successful sales people
- Define your role as a sales manager
- Understand the qualities of top sales managers
- Create a common vision for your sales team
- Execute your plans to accomplish goals
2. Building Your Sales Team |
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- Identify your hiring needs
- Assess your company’s reputation
- Discuss where to recruit sales people
- Determine how to recruit
- Develop a system to manage your leads
3. Developing Essential Sales Management Skills |
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- Facilitate effective sales meetings
- Understand how your employees learn best
- Define your responsibilities as a coach
- Recognize challenges coaches face
- Increase performance through individual development plans
4. Achieving Results as a Sales Manager |
- Understand the three basic communication styles
- Deliver two types of feedback
- Identify guidelines for delivering effective feedback
- Recognize the importance of positive and constructive feedback
5. Leading Your Sales Team with Momentum |
- Develop S.M.A.R.T. goals
- Determine what motivates your employees
- Analyze differences between logical and emotional benefits
- Discuss techniques that motivate
- Identify frustrations as a sales manager
- Accept responsibility for your development
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