Sales management

OBJECTIVES OF THE SEMINAR
  • Make sales managers aware about their different tasks and responsibilities
  • Teach them concrete attitudes and behaviour to adopt and develop in order to become a proactive sales manager rather than reactive
  • Have them apply a rigorous methodology of individual objective setting, taking the global objectives of the company into account
  • Give hem concrete techniques and tools to practice efficient and motivating field coaching
  • Make them sensitive to apply a management style adapted to each staff member and to each situation
  • Teach them to motivate and to continuously mobilise their staff members so that they reach their objectives
  • Motivate them to evaluate performance objectively and to implement possible corrective action
  • Help them remain assertive at all times
PROGRAM OF THE SEMINAR
  • Are we proactive managers
    • Base qualities of an efficient commercial manager
    • Selftest : analysis of our strengths and weaknesses
    • Attitudes and behaviour to adopt in order to become a proactive manager
  • Set and communicate individual objectives
    • How to set objectives
    • The different types of objectives
    • Characteristics and necessary qualities of each objective
    • The meeting to set objectives: how to conduct it without de-motivating
  • Techniques of suitable guidance in practice 
    • Setting up a follow-up strategy
    • How to conduct an efficient and motivating field coaching
    • The guidance plan
    • How to prepare the meeting of guidance
    • How to go about doing 3 field coachings in practice : evaluation guidance, training guidance, or the guidance to achieve a deal
    • Pedagogic rules to observe 
    • How to brief and de-brief
    • Guidance checklists
  • Evaluating performance 
    • Evaluation as a permanent process
    • How to conduct an evaluation meeting efficiently
    • Structure of the evaluation meeting
    • Behaviour and attitudes to adopt and develop during such meetings
    • How to evaluate in all impartiality
  • Motivate and incite into action
    • Factors of motivation and demotivation
    • How to motivate staff members in practice, day after day
    • The meeting of positive reinforcement
    • How to reprimand without demotivating
    • How to manage personal defence mechanisms
  • Efficient communication
    • Obstacles to communication
    • Rules to observe to communicate with success
    • The art of asking the right questions and active listening
    • Empathy
    • Feedback
  • The art of being assertive 
    • The characteristics of the assertive person
    • Verbal and non-verbal behaviour
    • Individual selftest to measure our own assertiveness level
    • What to do to become more assertive
  • Summary and conclusions