'Practical Sales Management - Strategies for Today'

Training Program Content 

Module 1   Management Defined

• Five prerequisites for business success
• The purpose of management
• Definition of management
• Major management styles
• Management vs leadership – the difference
• Making the dream a reality

Module 2   Major Mistakes Managers Make - Part 1

• The effect of manager’s mistakes
• Refusal to accept personal accountability
• Having a we/they attitude
• Failure to manage ourselves
• Managing everyone the same way
• Concentrating on problems not objectives
• Being a buddy not the boss

Module 3   Major Mistakes Managers Make - Part 2

• Failing to measure performance
• Failing to set standards
• Failing to train
• Condoning incompetence
• Recognising only top performers
• Attempting to motivate

Module 4   Foundation for Success

• Three major reasons salespeople fail
• Difference between successful and unsuccessful salespeople
• Understanding comfort zones
• Questions that determine salespeople’s actions
• #1 “What are my chances of success?”
• #2 “Where is the value to me?”

Module 5   How to Structure the Job for Success

• Three characteristics of successful salespeople
• Four levels of competence
• Structuring the job
• Identifying responsibilities
• Pinpointing the tasks
• Recommendations for new hires

Module 6   Measuring Performance and Setting Standards

• Methods for measuring performance
• Recruiting and measuring performance
• Why standards are required
• Types of standards
• Production standards and their relationship to quota
• Attaining objectives

Module 7   How to Train for Results

• Change means train
• Training is a process, not an event
• Training and education – the difference
• Formula for behavior modification
• Creating a good finding atmosphere
• Disciplines of field training
• Field training process

Module 8   How to Confront Incompetence

• Taking people from entry level to the norm
• Questions to ask before confronting
• Rules for confronting incompetence
• Formula for confronting incompetence
• Secret to perfecting any skill – visualisation
• Formula for redirecting behavior
• Positively reinforcing behavior
• What to do if you are unsuccessful

Module 9   Facilitating Change

• Today’s challenge - change
• Mindsets of change
• Motivations of change
• Tolerance for change
• Change – questions that must be answered
• Facilitating change
• Planning for change

Module 10   Motivation versus Manipulation

• Thinking: the source of results
• Elevate the level of thinking
• Law of compensation
• Motivational methods
• Thinking: the key to a manager’s approach
   

Internal trainers and managers run 'Practical Sales Management' in bite-sized modules. Each video module runs ~30 minutes.