Management
Makes the Difference
The
key leverage point in any sales organization is the sales
manager. It is the sales manager who is charged with the
responsibility of producing revenue through the activities
of his or her sales professionals.
Target
Audience
Sales managers who have been in their positions for at least
6 months
Course
Description
Management
Makes the Difference is a dynamic, innovative, three-day
seminar that helps sales managers assess their own management
abilities and learn practical skills for strengthening the
performance of the sales professionals they manage. During
the program they learn to:
- identify
their individual strengths and improvement opportunities
- apply
a strategy and style suited to the motivational needs
of different individuals
- create
a work environment where everyone feels like a top performer
- conduct
formal and informal reviews in a way that encourages sales
professionals to accept responsibility for their own development
- deal
effectively with difficult individuals and critical performance
issues such as failure to carry out an assignment
- create
a personal action plan
Performance
Management Questionnaire
Each
participant receives confidential feedback via a Performance
Management Questionnaire, conducted prior to the workshop,
which provides a detailed picture of how to:
- set
goals and standards
- adjust
or vary the amount of management control to maximize impact
- create
a high performance climate
- manage
motivation
- coach
- track
and reinforce performance
Each
section of the survey corresponds to a module of the workshop.
This arrangement not only helps managers evaluate their
own practices but also provides baseline data for a review
assessment that can be conducted nine to twelve months later.
Throughout
the program, participants develop individual action plans
for motivating their subordinates' performance improvement
and increasing the productivity of their work unit and their
organization.
Course
Follow-up
After
completing Management Makes the Difference, sales managers
meet with their managers and sales professionals to reach
agreement on the actions they will take to improve performance.
These follow-up activities ensure effective application
of the concepts presented in the workshop and help participants
develop the capabilities of their sales personnel while
creating and sustaining a high-performance climate.
