PROGRAM OBJECTIVES

We have all heard before that, what makes a great sales person need not necessarily make a great sales supervisor or sales manager. Similarly, what worked well in the past may not be sufficient to support the new sales manager to be effective. The transitional shift for an individual member of any organization to the position of responsibility as a sales manager or sales supervisor is probably the single most challenging factor in organizational life. In every given situation, there is a profound need to transform our thinking about work and relationships by learning new skills and knowledge.

This specially designed 2-day training helps develop and refine managerial skills for both those people starting out in sales team management, as well as those who are more experienced. The course empowers you to optimize the effective functioning of your daily tasks. Your active participation in our program provides you with a rigorous training environment, enabling you to apply and sustain your learning with the aim of forming winning habits.

High Impact Sales Team Management focuses on the following areas:

-Communication
-Customer development
-People development
-Presentation
-Understanding numbers

LEARNING FRAMEWORK

Training Outcome
After completing the training, you should be able to:
-Create solid teamwork
-Handle the new role of sales management leadership
-Resolve conflicts professionally
-Solve problems and make decisions effectively
-Use various communication strategies to develop winning solutions

Our Methodology
Think differently to alter direction.
The experience of learning to read and write for the first time is likely to remain vivid in your memory. The skill is ingrained and it stays.  The primary objective of our training and workshop is to make your new knowledge and abilities as durable as the ones you’ve already accumulated.  They foster fresh ideas. They enable great feats. Individual behaviour and attitude contribute to your organization’s success is what we prioritise.

Combining experiential, instructional, and discovery learning with current coaching technology promotes profound transformations in attitudes and behaviour that enable sustainable change in your business. These adjustments improve results.
Our programmes involve with 12 unique learning methodology as below:

Framework and Implementation

Our unique experiential framework and implementation empowers you to:
-Delegate tasks with professionalism
-Differentiate between what is important and what is urgent
-Employ effective communication skills to different types of people
-Engage issues honestly, directly and effectively 
-Have a renewed sense of direction
-Identify origins of your present behaviors and remove limiting beliefs about self and others
-Gain commitment to goals and tasks
-Keep agreements
-Manage people and situations professionally
-Maximize the effectiveness of intra and inter-personal communication
-Practice effective management skills
-Produce intended results with increased ability

THE LEARNING PROCESS

Our program outline encompasses the following modules:
Day 1:

Module 1: Overview
-Context setting
-Gaining self-awareness
-The critical pinch-point in management
-The 3 Pillars: Numbers, Resources and Customers
-Team and territory management

Module 2: Understand The Numbers
-Gathering reports
-Interpreting the data
-Tracking the numbers
-Keeping a personal journal
-Developing hypotheses 

Module 3:Manage The Resources
-Commercial firepower
-Effectiveness vs efficiency
-Getting the best return on resources
-Cost / Benefit Analysis
-What we think vs what customers value

Module 4: Team Management
-Team Development Model
-Forming
-Storming
-Norming
-Performing

Day 2:

Module 5: Being Effective In Communication
-Applying learning in the workplace and relationships
-What others say and do and what is important to them
-What we do more of when communicating with others
-What we avoid doing when communicating with others
-Revealing our blind spots

Module 6: Art Of Feedback
-What is feedback
-Giving and receiving feedback
-Feedback models
-Feedback in coaching
-Feedback scenarios

Module 7: Handling Resistance
-Definition of resistance
-Sources of resistance
-Common reactions
-The Merry-Go-Round Model
-Techniques in handling resistance

Module 8: Developing The Customer Base
-Customer mapping
-Monitor
-Build
-Maintain
-Protect