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