Practical Sales Management III

Featuring W. Steven Brown, C.P.A.E.

COURSE OUTLINE

What Is The Primary Objective?

To assist sales managers in developing and strengthening the leadership ability to secure and sustain high level sales performance from their teams.

Who Should Participate?

Senior management to front line sales, marketing, and customer service managers.  Anyone who is perceived as a manager involved in the sales effort whether they have direct reports or not.

How Is It Used?

The system is facilitated internally within the client organization in a flexible manner. This ensures the content is personalized to resolving the specific challenges of the client.

What Will Be The Outcome?

Over time each participant will be able to:

• Use the company's mission to increase performance
• Avoid the major mistakes managers make
• Enhance communication up and down the line
• Demonstrate greater accountability in their position
• Create a sense of teamwork and creativity
• Cause themselves and others to anticipate, accept, and adapt to change
• Identify and treat the causes of poor performance
• Communicate clear expectations to salespeople
• Effectively measure performance
• Develop and implement standards of performance
• Create an environment that builds confidence and self-esteem
• Train and coach their people
• Address performance issues and correct negative behavior
• Recognize people for doing the right things
• Strengthen employee competence, confidence, and commitment
• Build their people's belief in themselves, the company and its products and services

Session #1 - "Today's Challenge - Leadership"

1. Differences in managing sales
2. Prerequisites for business success
3. Management vs. leadership
4. Using the mission to enhance performance
5. Creating voluntary cooperation at all levels

Session #2 - "Why We Fail to Lead - Part I"

1. Negative impact of management mistakes
2. Accepting personal accountability
3. Eliminating we/they
4. Managing self more effectively

Session #3 - "Why We Fail to Lead - Part II"

1. Responsibility for developing people
2. Designing standards to build pride
3. The professional manager-employee relationship
4. Providing recognition at all levels
5. Creating a motivating environment

Session #4 - "How to Structure for High Level Performance"

1. Three causes of failure
2. Building value in the job
3. Clearly communicating responsibilities
4. Measure performance and setting standards

Session #5 - "How to Train and Coach for Results"

1. Education vs. training
2. 3 step model for training
3. How to coach effectively
4. Process of changing behavior
5. Balancing the consequences

Session #6 - "How to Confront Incompetence and Redirect Behavior"

1. Rules for confronting incompetence
2. Process for correcting poor performance
3. Effectively reinforcing positive behavior
4. Leadership self-assessment

Session #7 - "How to Facilitate Change Effectively"

1. Leader's role in managing change
2. Mindsets of change
3. Motivations for change
4. Creating a tolerance for change

Session #8 - "High Performance Leadership"

1. Impact of the environment on performance
2. Connection between actions and thinking
3. Leaders build belief with their people