Sales Management Leadership in the 21st Century
Program Content
- Awareness
Any improvement process must first begin with an introspective look at the current mindset and attributes that may be restricting maximum effectiveness.
- Evaluating Routines
- Internalizing High Velocity Change
- They Why and How to Becoming More Proactive
- The Leadership Mindset for Better Decision Making
- Retu
rn on Effort
Time is a limited resource. Gain power in every hour.- Defining Effective Priorities
- “ROE” Gap Analysis
- Managing the Information Flood
- “ROE” Best Practices
- Tactical Mapping – Defining Priorities, Strategies, & Resources to Achieve Business & Financial 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 Opportunity in a Competitive Environment
- The Selection Process
- SELECT-QuEST – Hiring Only “High Probability of Success” Candidates
- Performance Coaching
Coaching is the ability to consistently demonstrate leadership competencies that accelerate individual and team development.
- Converting Organizational Expectations Into Standards
- Consistently Raising 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
- 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 Motivations
- Energizing the Environment
- Recognizing Achievements
- 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
- 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
Program Agenda
Day One(8:00 – 5:00)
Introductions
Awareness
Return on Effort
Recruiting & Selection
Tactical Map – Intro.
Day Two (8:00 - 5:00)
Day 1 Roundtable
Tactical Map Review
Performance Coaching
Leadership Intro.
Daily Debrief
Day Three (8:00 - 3:30)
Roundtable
Retention
Leadership
Wrap Up
All attendees receive:
- A COMPREHENSIVE SALES MANAGEMENT WORKBOOK
- FOR YOUR INFORMATION – THE CAREER ARCHITECT LEADERSHIP GUIDE
- CD ROM CONTAINING OVER 30 CONTEMPORARY SALES MANAGEMENT TOOLS
- A COACHING AND REFERENCE HOTLINE TO THE WORKSHOP’S FACILITATORS
- SALES MANAGEMENT EFFECTIVENESS ASSESSMENT
For more information, contact:
Dr. Catherine Axinn
The Ralph and Luci Schey
Sales Centre at Ohio University
axinn@ohio.edu
740-593-2084
Sales Management Leadership in the 21st Century