Empowering Performance

A Sales Manager's Guide to Success.

Part One

Being the best sales manager is not selling the most. It is creating a sales force that produces results. Everyday, sales managers are called to lead their teams. Their success depends on their ability to successfully convince others to follow them.

Empowering Performance: A Sales Manager’s Guide to Success, is a training program intended for anyone in a sales management position. Whether you are new to sales management position or you are looking to fine-tune current management skills, this program teaches sales managers how to create and drive a sales force to achieve remarkable results. Through interaction and skill practice, participants will learn how to hire, retain, motivate, develop and lead a team to achieve the results needed.

What You Will Do:

• Gain a clear understanding of the primary responsibilities to increase sales performance.
• Learn how to find, recruit and hire top sales people.
• Identify the most effective ways to coach and develop a sales team.
• Analyze the best ways to coach and develop a sales team.
• Determine ways to motivate a sales force to produce remarkable results.
• Set up systems for measuring performance, setting goals and tracking progress.

A sales manager’s success depends upon the team’s success. Becoming an effective sales manager takes determination, patience, drive and an undying will to help other succeed. As a sales manager, you will achieve success through effective leadership.

Program Objectives

A major goal of this program is to provide sales managers with the skills necessary to effectively lead a sales team and to identify the key characteristics that will lead to success. The program is divided into five modules, each with specific learning objectives.

Part Two:

1. Learning to Lead Your Sales Team

• Recognize qualities of successful sales people.
• Define your role as a sales manager.
• Understand the qualities of top sales managers.
• Create a common vision for your sales team.
• Execute your plans to accomplish goals.
   

2. Building Your Sales Team

• Identify your hiring needs.
• Assess your company’s reputation.
• Discuss where to recruit sales people.
• Determine how to recruit.
• Develop a system to manage your leads.
   

3. Developing Essential Sales Management Skills

• Facilitate effective sales meetings.
• Understand how your employees learn best.
• Define your responsibilities as a coach.
• Recognize challenges coaches face.
• Increase performance through individual development plans.
   

4. Achieving Results as a Sales Manager

• Understand the three basic communication styles.
• Deliver two types of feedback.
• Identify guidelines for delivering effective feedback.
• Recognize the importance of positive and constructive feedback.
   

5. Leading Your Sales Team with Momentum

• Develop S.M.A.R.T. goals.
• Determine what motivates your employees.
• Analyze the differences between logical and emotional benefits.
• Discuss techniques that motivate.
• Identify frustrations as a sales manager.
• Accept responsibility for your own development.

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