'Practical Sales Management - Strategies For Today'
Module 1 Management Defined
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Five prerequisites for business success
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The purpose of management
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Definition of management
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Major management styles
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Management vs leadership – the difference
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Making the dream a reality
Module 2 Major Mistakes Managers Make - Part 1
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The effect of manager’s mistakes
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Refusal to accept personal accountability
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Having a we/they attitude
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Failure to manage ourselves
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Managing everyone the same way
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Concentrating on problems not objectives
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Being a buddy not the boss
Module 3 Major Mistakes Managers Make - Part 2
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Failing to measure performance
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Failing to set standards
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Failing to train
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Condoning incompetence
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Recognising only top performers
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Attempting to motivate
Module 4 Foundation for Success
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Three major reasons salespeople fail
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Difference between successful and unsuccessful salespeople
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Understanding comfort zones
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Questions that determine salespeople’s actions
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#1 “What are my chances of success?”
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#2 “Where is the value to me?”
Module 5 How to Structure the Job for Success
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Three characteristics of successful salespeople
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Four levels of competence
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Structuring the job
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Identifying responsibilities
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Pinpointing the tasks
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Recommendations for new hires
Module 6 Measuring Performance and Setting Standards
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Methods for measuring performance
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Recruiting and measuring performance
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Why standards are required
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Types of standards
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Production standards and their relationship to quota
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Attaining objectives
Module 7 How to Train for Results
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Change means train
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Training is a process, not an event
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Training and education – the difference
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Formula for behavior modification
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Creating a good finding atmosphere
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Disciplines of field training
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Field training process
Module 8 How to Confront Incompetence
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Taking people from entry level to the norm
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Questions to ask before confronting
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Rules for confronting incompetence
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Formula for confronting incompetence
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Secret to perfecting any skill – visualisation
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Formula for redirecting behavior
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Positively reinforcing behavior
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What to do if you are unsuccessful
Module 9 Facilitating Change
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Today’s challenge - change
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Mindsets of change
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Motivations of change
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Tolerance for change
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Change – questions that must be answered
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Facilitating change
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Planning for change
Module 10 Motivation versus Manipulation
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Thinking: the source of results
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Elevate the level of thinking
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Law of compensation
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Motivational methods
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Thinking: the key to a manager’s approach
Clients run 'Practical Sales Management - Strategies For Today' in bite-sized modules. Each video module runs ~30 minutes.