Why should you
consider this program?
Because your sales managers are the vital resource in developing the talents of your
professional sales representatives. Without the basic tools of managing sales performance
your sales managers will not achieve the results expected of them. |
In this three-day
seminar, sales managers assess their own management abilities and learn practical skills
for maximizing the performance of the salespeople who report to them. They learn how to:
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Apply a strategy and style suited
to the motivational needs of different individuals.
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Create a high-performance work
environment.
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Conduct formal and informal
reviews in a way that encourages sales professionals to accept responsibility for their own development.
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Deal with difficult individuals
and with critical performance issues such as failure to carry out an assignment. |
Each participant receives confidential feedback via our Performance
Management Questionnaire, conducted prior to the workshop, which provides a detailed
picture of individual strengths and opportunities for improvement in the areas of
performance management systems, influencing performance, creating a high performance
climate, managing motivation, improving performance, and sustaining performance
improvement. Each section of the survey corresponds to a module of the workshop, which not
only helps managers evaluate their own practices but provides baseline data for a review
assessment that can be conducted nine to twelve months later.
Throughout the program, participants develop individual
action plans for motivating performance improvement on the part of their people and
increasing the productivity of their work unit and their organization.
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