Sales Management Leadership in the 21st Century:
April 14-15, 2010 in Reno, NV
Course Content
Day 1: 8:00-5:30
Awareness
Any improvement process must first begin with an introspective look at the current mindset and attributes that may be restricting maximum effectiveness.
- Introspection: Evaluating Routines
- Leading High Velocity Change
- The "Why" and "How" to Become More Proactive
- The Leadership Mindset for Better Decision Making
Return on Effort
Time is a limited resource. Gain power in every hour.
- Defining Effective Priorities
- "ROE" Gap Analysis
- Managing Information Flood
- "ROE" Best Practices
- Tactical Mapping: Defining Priorities, Strategies & Resources to Achieve Business & Sales Objectives
Recruiting and Selection
Building a high performance sales organization begins by attracting and selecting high quality salespeople.
- Candidate Profiling
- Creative Sourcing to Increase Candidate Flow
- Differentiating Your Opportunity In a Competitive Environment
- The Selection Process
- SELECT-QUEST: Your new interviewing system/tool for Hiring Only "High Probability of Success" Candidates
Performance Coaching, Part 1
Coaching is the ability to consistently demonstrate leadership competencies that accelerate individual and team development.
- Converting Organizational Expectations Into Performance Standards
- Consistently Raise the "BAR"
- Sales Effectiveness Assessment
- Coach for Success Coaching Model
Day 2: 8:00-4:00
Performance Coaching, Part 2
Continued from previous day.
- Coaching the Sales Process for More Consistent Results
- Key Performance Indicators Dashboard
- Field Coaching Techniques
- Managing Key Success Indicators
- Counseling - for when coaching doesn't work
Communication & Retention
Effective communication accelerates job satisfaction, career growth, loyalty, and commitment to excellence by creating a culture that fosters greatness.
- Communication Self Assessment
- Understanding Motivation
- Energizing Your Environment
- Recognizing Achievements
Tactical Map
Next level sales leadership effectiveness is the ability to integrate and sustain new management behaviors in your existing culture.
- Installing Go Forward Commitments
- Tactical Mapping: 100 Day Perspective
Leadership
Expect the best from others only after expecting the best from yourself.
- Defining Characteristics of Great Leaders
- Identifying your Leadership Strengths and Weaknesses
All Attendees Receive:
- Pre-Work Book, "Listen Up, Leader"
- A Comprehensive Sales Management Workbook
- CD-Rom Containing 29 Contemporary Sales Management Tools
- Success Insights OnLine Communication Assessment
- Sales Management Effectiveness Assessment
- Research Reports On Sales and Sales Management Effectiveness