The affect of globalization is driving a major change in the business world today. The proliferation of information, mobility of the workforce and ease of communication has altered the way we work and live.
The guiding philosophy of the best sales organizations today is to add value to the customer’s business and ultimately become the vendor of preference. To be the vendor of preference, it means that the sales organization must be directed to understand their customer’s needs and requirements.
The whole firm must be customer driven, with people and processes aligned for the central purpose of adding value to customers. The focus has to change from price and delivery to ease of use—not only of the product itself but also in every aspect of doing business with the seller. Faced with the new challenges, the role of the sales manager has become even more multifaceted. For these reasons, the job requires a new shift in responsibility.
This three (3) day seminar gives the participant tools and techniques to improve and direct the performance of his or her sales team.
Seminar Objectives:
- Define the role of the sales manager
- Analyze the individual team member’s strengths and weaknesses
- Develop a plan to maximize the team’s strengths
- Review the importance of setting the environment to motivate the sales force
- Review ways to coach and counsel the sales team to improve its performance
- Examine how to manage time through delegation and setting priorities
- Maximize the effectiveness of the team as a whole
Topics discussed during this seminar are:
- Understanding the Makeup of Your Sales Team’s Character
- How to Exploit Your Own Natural Leadership style and Personality Strengths
- Selecting the Right Team Members
- Creating a Customer-Driven Culture
- Ways to Accurately Measure Your Organization’s Sales Goals and Performance
- Directing the Team to Excellence
- Recruiting and Interviewing
- Rewarding Your team
- Planning for Success
