High Impact Sales Team Management (2D)

High Impact Sales Team Management (2D)

(HIST/2D)

PROGRAM OBJECTIVES

We have all heard before that, what makes a great sales person need not necessarily make a great sales supervisor or sales manager. Similarly, what worked well in the past may not be sufficient to support the new sales manager to be effective. The transitional shift for an individual member of any organization to the position of responsibility as a sales manager or sales supervisor is probably the single most challenging factor in organizational life. In every given situation, there is a profound need to transform our thinking about work and relationships by learning new skills and knowledge.

This specially designed 2-day training helps develop and refine managerial skills for both those people starting out in sales team management, as well as those who are more experienced. The course empowers you to optimize the effective functioning of your daily tasks. Your active participation in our program provides you with a rigorous training environment, enabling you to apply and sustain your learning with the aim of forming winning habits.

High Impact Sales Team Management focuses on the following areas:

Communication

Customer development

People development

Presentation

Understanding numbers

LEARNING FRAMEWORK

Training Outcome

After completing the training, you should be able to:

Create solid teamwork
Handle the new role of sales management leadership
Resolve conflicts professionally
Solve problems and make decisions effectively
Use various communication strategies to develop winning solutions

Our Methodology

Think differently to alter direction.

The experience of learning to read and write for the first time is likely to remain vivid in your memory. The skill is ingrained and it stays. The primary objective of our training and workshop is to make your new knowledge and abilities as durable as the ones you've already accumulated. They foster fresh ideas. They enable great feats. Individual behaviour and attitude contribute to your organization's success is what we prioritise.

Combining experiential, instructional, and discovery learning with current coaching technology promotes profound transformations in attitudes and behaviour that enable sustainable change in your business. These adjustments improve results.

Our programmes involve with 12 unique learning methodology as below:

Framework and Implementation

Our unique experiential framework and implementation empowers you to:

Delegate tasks with professionalism
Differentiate between what is important and what is urgent
Employ effective communication skills to different types of people
Engage issues honestly, directly and effectively
Have a renewed sense of direction
Identify origins of your present behaviors and remove limiting beliefs about self and others
Gain commitment to goals and tasks
Keep agreements
Manage people and situations professionally
Maximize the effectiveness of intra and inter-personal communication
Practice effective management skills
Produce intended results with increased ability

THE LEARNING PROCESS

Our program outline encompasses the following modules:

Day 1:

Module 1: Overview

Context setting
Gaining self-awareness
The critical pinch-point in management
The 3 Pillars: Numbers, Resources and Customers
Team and territory management

Module 2: Understand The Numbers

Gathering reports
Interpreting the data
Tracking the numbers
Keeping a personal journal
Developing hypotheses

Manage The Resources

Commercial firepower
Effectiveness vs efficiency
Getting the best return on resources
Cost / Benefit Analysis
What we think vs what customers value

Module 4: Team Management

Team Development Model
Forming
Storming
Norming
Performing

Day 2:

Module 5: Being Effective In Communication

Applying learning in the workplace and relationships
What others say and do and what is important to them
What we do more of when communicating with others
What we avoid doing when communicating with others
Revealing our blind spots

Module 6: Art Of Feedback

What is feedback
Giving and receiving feedback
Feedback models
Feedback in coaching
Feedback scenarios

Module 7: Handling Resistance

Definition of resistance
Sources of resistance
Common reactions
The Merry-Go-Round Model
Techniques in handling resistance

Module 8: Developing The Customer Base

Customer mapping
Monitor
Build
Maintain
Protect