Managing & Motivating an Effective Sales Team
These sessions, from 9.30am until 4.30pm, will focus on some of the practical realities of building, leading and motivating a sales team and will examine through both presentation and interactive discussion, various aspects of management and leadership.
Agenda
- Management role
- Difference between Management and Leadership
- Realities of middle management role
- Billing v Managing
- Providing Direction
- Goal & Objective Setting
- Prioritisation
- Clarifying what is expected
- Feedback on Progress
- Motivation
- Getting the best out of people
- Creating a Motivating environment
- Communication
- 2-Way
- Getting Buy in
- Managing Change
- Dealing with Resistance
- Selling the benefits
- Empowerment
- Delegation
- Teamship
- Managing Up
- Selling Expectations
- Managing Expectations
- The Realities of Management
- Managing High Achievers
- Dealing with under performance
- Key individual challenges for 2006
- Real people management issues
- Obstacles that impede progress
