2008 sales leadership program

2nd Monday of each month 8:30-11:00 a.m.

January 14: What is the Real Role of a Sales Manager?

What makes a successful sales manager? Understand the daily tasks and expectations. Learn how to create a strong sales culture. Understand what gets in the way of management success. You will create your own behavior plan based on 5 critical sales leadership activities.
February 11: Recruiting and Hiring
Recruiting and hiring is a critical element of sales management success. This class will show you how to develop a process that is manageable and sustainable for continual performance and growth. Take the vulnerability of your success out of the hands of the individuals on your sales team by creating bench strength and a plan for maximum performance.
March 10: Interviewing
Once a candidate is qualified to meet with you it is important to utilize a process to effectively assess if they are a good fit for your organization. This class will provide the opportunity to develop, practice and hone your interviewing skills. You will establish interviewing practices to determine a candidate’s personal presence, motivation, desire, commitment, selling skills, hidden weaknesses, and attitude toward accountability.
April 14: Ramping Up New Hires
With the myriad of assessment tools available, it can be confusing as to which tool is right for your particular needs. Overview of the benefits of assessment use and the appropriate application can provide the proper roadmap for the sales leader. Develop management strategies from the data gathered from the assessments used.
May 12: Setting the Stage for Accountability
What behaviors, attitudes and techniques should you hold people accountable for? How do you develop a culture of accountability? Is the “cookbook” different for a new hire? Should everyone on your sales team have the same cookbook? How do you create a cookbook for account managers? What is wallet share and how can that help develop call frequency? How does a manager actually create the cookbook mentality? You will learn the answers to all of these questions.
June 9: Orchestrate your Team to a Symphony of Sales Success!
Human relations dynamics are as important in leading your sales team as they are in the selling process. Explore the concepts of the I/R Theory, Transactional Analysis, and DISC. Understand the “magic dust” in these human relations tools and how to apply this information in leading your sales team to success.
July 14: Holding People Accountable
Now that you have an understanding of the 4 basic behavior styles, you can use this in your accountability process. Who will buck accountability? Why do they do it? Where is the line in the sand? What happens if they slip? What is the corrective process? You will walk out of this class having developed strategies and techniques to deal with these difficult situations and eliminate excuse making on your team.
August 11: Coaching is “Caught not Taught”
Understand that when you help your salespeople come up with the answers, they will grow much faster. You will understand why failure is needed to have growth. Participants will come out of this class having a coaching process they can immediately apply. You will also gain an assortment of debriefing questions for more effective conversations after sales calls.
September 8: Did you Say You are Coming With Me on My Sales Calls?
“Ride-a-Longs” are those times where the manager goes on calls with a salesperson. How often do these situations end up to be “shooting the breeze” and running calls by the “seat of the pants”? Learn a pre-call, call, and post- call strategy to get the most out of these opportunities. Create an environment for salespeople to grow and develop from these one-on-ones. We will also discuss WRAPS, Weekly Review and Planning Session: utilizing weekly planning sessions with your people to build higher performance and increase motivation.
October 13: Conflict Management
What is your attitude about conflict? What are the causes? How can it become positive? Learn how to “look” neutral. Understand how to listen calmly. You will develop a plan for conflict resolution and strategies to foster healthy conflict that will lead to a culture of innovation, growth and creativity.
November 10: Motivation, How to Get Your Sales Team to ACT!
Learn how to get action vs. having your team just “feel good”. Understand the 7 steps to motivation. You will also gain an understanding of common mistakes that management teams make that are actually demotivating the sales people and impacting overall success.
December 8: Growing Your Top Performers
Your top performers are seldom at the top of their game. Learn how to raise the bar with this highly motivated group. Discover the danger of managing them by “leaving them alone”. We will discuss how to find the areas where individual growth can occur and what the strategies are to develop these stars to get to the next level.