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Sales Management Leadership in the 21st Century
SEPT 10th & 11th, 2008
Harrah's Lake Tahoe
Your Program Facilitator: Kevin Davis
The following describes the subjects that the seminar examines in order to awake the needed talents of your Sales Managers.
Awareness
Any improvement process must first begin with an introspective look at the current mindset and attributes that may be restricting maximum effectiveness.
- Routines
- Internalizing High Velocity Change
- The "Why" and "How" to become More Proactive
- The Leadership Mindset for Better Decision Making
Return on Effort
Time is a limited resource. Gain power in every hour.
- Defining Effective Priorities
- "ROE" Gap Analysis
- Managing Information Flood
- "ROE" Best Practices
- Tactical Mapping: Defining Priorities, Strategies & Resources to Achieve Business & Sales Objectives
Recruiting and Selection
Building a high performance sales organization begins by attracting and selecting high quality salespeople.
- Candidate Profiling
- Creative Sourcing to Increase Candidate Flow
- Differentiating Your Opportunuty In a Competive Environment
- The Selection Process
- SELECT-QUEST: Your new interviewing system/tool for Hiring Only "High Probability of Success" Candidates
Leadership
Expect the best from others only after expecting the best from yourself.
- Understanding Leadership Competencies
- Defining and Leveraging Strengths
- Identifying "Overused" Strengths
- Identifying Developmental Needs
- Identifying Potential "Career Stallers"
- Creating a Personal Leadership Plan
Tactical Mapping
Next level leadership effectiveness is the ability to integrate and sustain new management behaviors in your existing culture.
- Installing Go Forward Commitments
- Tactical Mapping: 100 Day Perspective
Communication & Retention
Effective communication accelerates job satisfaction, career growth, employee loyalty, and commitment to excellence by creating a culture that fosters greatness.
- Communication Assessment
- Understanding Motivation
- Energizing the Environment
- Recognizing Achievements
Performance Coaching
Coaching is the ability to consistently demonstrate leadership competencies that accelerate individual and team development.
- Converting Organizational Expectations Into Standards
- Consistently raise the "Bar"
- Sales Effectiveness Assessment
- Partnering for Success Coaching Model
- Coaching the Sales Process for More Consistent Results
- Key Performance Indicators
- Territory, Account, Opportunity, Funnel Management
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