The Sales Management Leadership Program
Coco Training & Coaching, LLC
Course description
The Sales Management Leadership Program
The Sales Management Leadership Program is a widely proven and keeps pace with today's market conditions by minimizing time out of the field, eliminating travel expenses, and increasing employee productivity. This blended approach to leadership management is appropriate for all levels of Sales so be sure to enroll your newer managers as well as those with long tenure. It is accomplished through a 10- week program (1 hour per week) of spaced and repetitious learning consisting of web-based team implementation sessions and "just in time" individual 1 on 1 coaching sessions. It will remind us of things we used to do and forgot as well as to introduce new ways, new tools that can be applied to your day-to-day business.
Topics include: Job Description, Priorities, Improved Decision Making, Written Business Planning, Recruitment and Selection, Team Training, Coaching Relationships, Team Accountability, and Team Motivation.
Training content
10 Week Road Map
Week 1 - Job Description, Priorities
Week 2 - Improved Decision Making
Week 3 - Written Business Planning
Week 4 - Recruitment and Selection
Week 5 - Team Training, Part One
Week 6 - Team Training, Part Two
Week 7 - Team Accountability
Week 8 - Coaching Relationships, Part One
Week 9 - Coaching Relationships, Part Two
Week 10 - Team Motivation
What You Will Learn:
*Session #1 - Job Description, Expectations, Continuous Performance Improvement, Sales Leadership Attributes, Boundaries, Change Management, Taking Action, Behavior vs. Personality, Competitive Edge, " Current ", Overarching Priority, Elite High Performance, Sales Behavior Modification, Your People Are Your " Major Accounts.
* Session #2 - Proactive vs. Reactive Behavior, 3 Step Decision Making Process, The Next Decision, Under Commit/Over Deliver, Sales Instinct Thinking vs. Management Priority Thinking.
* Session #3 - Business Planning, Performance Requirements, Radar Screen Items, Disciplined Approach.
* Session #4 - People Bank, Recruiting Words, Value of a Full Staff, Differentiated Story, Life Balance / Job Training.
* Session #5 - Golden Hour Sales Meetings, Training Goals, Causes of Turnover, Attributes of Successful People, Business Maturity, Self Discipline, Commitment, Emotional Intelligence, Training Strategies, Training as Tough as the Job, Value of Continuous Practice / Role Play.
* Session #6 - Answer Provider vs. People Developer, Management Availability, On the Job Training, Task Delegation, Days Preparation, Call Objectives, Post Call Discussion.
* Session #7 - Standards ( Conduct, Activity, Performance),Unwritten Expectations vs. Written Standards, MBWA ( Management By Walking Around ).
* Session #8 - Attributes of a Good Coach, Sales Planning, Change Drivers ( Pain and Gain), Collaborative Coaching Process.
* Session #9 - Handling Sales Slumps, Problem Behavior Counseling, Business Compassion, De-Selection Process.
* Session #10 - Excuse Proof the Work Environment, Career Growth, Success Expectations, Sales Tenure, Advocacy, Clarifying Your Mindset, Mental Employment, X and Y Generation, Managing Millennials, MBWE ( Managing By The Whites of Their Eyes), Overall Program Implementation.
Costs
$1,595.00 per participant
Have a group to train? Contact Coco Training & Coaching for a custom quote
Why choose Coco Training & Coaching, LLC?
A Premier Sales Training Organization and Trusted Partner to more than 850 companies- Integrity Matters.
10,000+ Participants Trained, Certified, and Growing.
New Business growth of 28% yearly, Sales Productivity increase of 32% in first year, Reduction in Sales Turnover 27%.
About Coco Training & Coaching, LLC
Coco Training & Coaching
A Premier Recruiting, Training, and Executive/Team Coaching company driving the growth of sales organizations. A sales-driven program for top management that provides sales companies with the right tools, processes, and skill sets that develop elite, high-performance teams. It includes determining...
