Sales Management Development
Over the last several years, sales management has taken on many new and complex dimensions. Advancing technology, changing values, and increasing competition have created new and exciting possibilities for every company. The challenge facing sales management today is developing an organization that can achieve tomorrow's goals while continuing to meet the daily challenges of today's changing business environment. To balance these organizational and economic demands a sales manager needs a systematic, results-oriented approach to organizing, managing, and motivating their people. Today's sales management requires the skills to manage people to a higher level of productivity and successful outcomes. Every company and organization is forced to accomplish more with less in this global business environment. Effective sales managers are a key ingredient for increased profitability and growth for organizations. Sales managers have to develop the leadership skills that will enable their team to perform and achieve their objectives.
The Process
The Sales Management Development process is designed to help sales managers develop the skills needed to do more with less and be able to aggressively accomplish organizational and personal goals and objectives. As a result of this process, sales managers understand why and how they can be essential to achieving the sales organization's goals. This process makes sales management development not only possible, but eminently profitable.
Three Essential Elements
Attitude Development - Attitudes are the basis of all behavior; therefore, in order to develop or enhance management behavior, it is essential that we begin by developing positive, success-oriented attitudes.
Interpersonal Skills - Much of what a leader is involved in and therefore accomplishes involves other people. To be effective in this continuous challenge it is important to learn, understand, and use interpersonal skills effectively.
Goal Setting - Leadership, among other things, is the process of providing organizational direction and accomplishing necessary objectives. The goal accomplishment model provides the tools and process necessary to achieve more goals, more often, in order to maximize results and outcomes.
Critical Issues Covered with this Process
- Why Do Sales Management Development?
- A Framework for Sales Management
- The Sales Management Process
- The Sales Manager As A Leader
- Goal Setting for Success
- Your Action Plan
- Confidence
- Motivation
- Transactional Analysis (T.A.) for Sales Managers
- Decision Making
- Management Communication and Human Relations
- Managing Your Time
- Developing Subordinates Through Goal Setting
- Dealing with Negative Behavior
- Managing Through Goal Setting
With each program includes an individual Action Plan, which is available in hard copy or electronically.
This includes:
- Introduction to Personal Achievement
- Dream Inventory
- Self-Evaluation
- Setting Goals and Establishing Priorities
- Goal Planning Sheets
- Sales Organizational Goals Program
- Production Management
- Time Management
- People Management
- Sales Management and Performance
- Goals Summary
- Goals Accomplished
Clear Outcomes from this Program include:
- Increased Sales
- Cohesive, Energized Teams
- Reduced Turnover
- Improved Organizational Profits
- Developed and Sustained Corporate Values
- Professional Expectations Accomplished
- Increased Market Share
- Clear Expectations of all Team Members
- Improved Communication Inside and Outside the Organization
- Increased Productivity
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