| lieve that for any sales training initiative to be fully | | | | get ahead of plan and away from the "hand to |
| successful, sales managers must be fully involved | | | | mouth" existence that we see in many |
| in the program. This involvement should include | | | | organizations today. |
| both training the managers, and the managers | | | | Some of modules for a Driving the Team |
| re-enforcing the learning with their sales team. | | | | workshop would possibly include the following: |
| The four main types of sales management | | | | * Motivation |
| training programs that we have run are shown | | | | * Individuals and teams |
| below: | | | | * Metrics versus performance |
| Leadership | | | | * Planning for success, driving the plan |
| Leadership and management are often confused | | | | * 80/20 rule - your top 10 accounts |
| and following processes and procedures is seen as | | | | Coaching for Results |
| good leadership. For us, leaders create a vision | | | | Even the very top sports people have coaches. |
| and are able to drive the team towards the goal | | | | Why, because it has been shown that coaching |
| using a number of traits including charisma, | | | | can improve the performance of all levels of |
| integrity and leading by example. | | | | people. So, why don't businesses ensure that all |
| Some of modules for a leadership workshop | | | | their managers are trained in coaching, and coach |
| would possibly include the following: | | | | their team to improved performance. |
| * What is leadership | | | | Some of modules for a Coaching workshop would |
| * Qualities of leadership | | | | possibly include the following: |
| * Leadership styles | | | | * What is coaching |
| * Leadership and vision | | | | * The sales manager as coach |
| * Leadership versus management | | | | * Coaching process and structure |
| Driving The Team | | | | * Fundamental skills of coaching |
| Today business is very competitive and sales | | | | * Goal setting |
| managers are expected to drive their teams | | | | Managing Teams |
| quarter on quarter to ever larger revenues. | | | | Many sales managers have been promoted from |
| Sometimes sales managers just get focused on | | | | a senior sales role and been told to manage the |
| the day to day metrics and fail to see the bigger | | | | team. Many have no management experience, |
| picture. It is this bigger picture that allows you to | | | | little training and little support or direction. |