Participate with your peers in some of the hottest sales training and sales management topics today.
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Turning Your vision into goals and priorities
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Methods to develop priorities to achieve your goal
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What do they expect from you?
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Why people don't do as expected
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Getting past resistance and mis-understanding |
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- Turn on’s and turn off’s for people
- Motivating people to help them achieve their business and personal goals
- Team motivation
- Proper use of rewards, contests and more
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- Keys to coaching success
- Observing and analyzing performance
- Suggesting areas of improvement
- Model the desired method
- Working with senior people
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Different levels of development
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Analyzing your people and their development needs
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Applying stages of development to new initiatives, relationships and learning |
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- Techniques for managing conflict
- Creating the right conditions to hold people accountable
- Why people are defensive and how to work with them
- Dealing with different generations
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Hiring the Right People -
- Identifying the perfect candidate
- Interviewing processes – individual and team
- Asking the questions without giving the answers
- Simulating your environment to test their ability
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- Developing compensation plans that will not break the company bank and keep your salespeople motivated
- How to determine competitive plans that work best in your market and in your geographical locations
- How to mold a plan to fit the salesperson
- Making ongoing adjustments that adapt to changing economic and competitive conditions
- Incentivizing your "stars”
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- Understanding the mindset of resellers. A different "breed’ than direct salespeople.
- Recruiting quality resellers. Putting together a marketing and support program that works.
- Techniques for the everyday management of your resellers. Optimizing their sales efforts and your time
- Measuring the effectiveness of your channels
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