Program Agenda
Lesson 1: Managing Sales Performance (Part 1)
- Your role as a sales manager
- Characteristics of high performing sales organizations
- Establishing performance expectations
- Implementing a behavior-based sales performance management systems
- Identifying performance indicators
- Distinguishing between behavior and results
Lesson 2: Managing Sales Performance (Part 2)
- Monitoring key performance indicators
- Determining causes of performance gaps
- Taking appropriate management actions
- Using Sales Performance Causes/Actions decision tool
- Factors in setting priorities for management priorities
- Using Sales Team Performance Analysis and Development Action Plan tools
Lesson 3: Sales Coaching (Part 1)
- Coaching Activity Profile self assessment
- Strategic vs. tactical coaching
- Strategic coaching process
- Developing a sales coaching plan
- Using the Skills/Knowledge assessment
- Allocating coaching time based on ROI
Lesson 4: Sales Coaching (Part 2)
- Creating a coaching culture
- Overview of 5-step sales coaching process
- Performing pre-coaching call briefing to set expectations
- Best role for a sales manager during a coaching call
- Rescuing a sales rep without damaging their confidence or damaging the customer relationship
- Conducting productive coaching conferences
Management Tools
Professional Sales Management includes the following tools, planners and assessments:
- Sales Performance System
- Sales Team Performance Analysis
- Causes/Actions Flow Chart
- Development Action Plan
- Coaching Activity Profile (comprehensive self-assessment of 30 key sales coaching behaviors and skills)
- Skills/Knowledge Profile
- Coaching Visit Planner
- Skill Development Plan
| Course | Dates / Times | Price | Order |
|---|---|---|---|
| Sales Coaching (Sept 2013) | Series of 3 Live Online Training Sessions: Lesson 1 – Wed, Sept. 11, 1-3 PM (EDT) Lesson 2 – Wed, Sept. 18, 1-3 PM (EDT) Lesson 3 – Wed, Sept. 25, 1-3 PM (EDT) |
$895.00 |  OR CALL 1-800-490-0715 (ext. 106) |