Sales Management Training

InSight™ Sales Call Coaching

Field Sales Managers leave the InSight™ Sales Call Coaching Clinic with a model for coaching selling skills in any sales situation, from a routine account contact to a formal presentation. Using customized scripted examples of coaching conversations, managers learn to structure constructive feedback to get the best possible results from their sales team. Videotaped role-plays provide practice in a safe, non-threatening environment.

Coaching for Performance

This intensive yet very practical "hands-on" workshop drills down to the critical management skill of delivering effective feedback. It is designed for any manager who is challenged with finding the right words or the right tone in which to deliver both positive or negative feedback to employees or peers. In videotaped role-plays representing company-specific situations, managers assess their current skill level and develop a personal action plan for improvement that can be implemented immediately.

Advanced Coaching Challenge

Building on the concepts presented in Coaching For Performance, the Advanced Coaching Challenge applies a five-step coaching model to difficult management solutions and challenging employee conversations.

Results-Driven Sales Team Meetings

The Results-Driven Sales Team Meetings training session is a one-day program that is designed for new Sales Managers, Field Based Trainers, or high-potential Sales Representatives. The primary objective of the session is to enable participants to plan and conduct sales team meetings that are efficient and effective. Participants explore effective meeting facilitation techniques, use creative presentation skills to communicate key messages, use feedback to handle difficult meeting participants and situations, and learn to delegate certain meeting planning responsibilities to team members.

Management Makes the Difference

Customized for sales managers who have been in a management position for at least 6 months, Management Makes the Difference is a dynamic, innovative, two or three-day seminar that focuses on the critical skills of communication, feedback and leadership. The program design and delivery is driven by feedback from the managers' direct reports. Managers use this feedback to learn how to adjust their management style to meet the management style needs of the sales professionals they manage.

Executive Level Management Skills

Designed for experienced managers ready to move to the next level of "managing managers," the course is customized to meet the specific needs of each individual participant. Through the use of a 360° Assessment tool, each manager is able to assess his or her own management style, as well as that of their manager and direct reports. Participants use the results of the Assessment tool to develop a personalized action plan that helps them to:

• Lead with vision, mission and strategy
• Deal with difficult people
• Build and manage a successful team