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QuickCode:
QQBNTQ
Motivating and Coaching Your Sales Team
Seminar Overview
This course explores an in-depth approach to coaching, not covered in standard sales management courses. Examine your coaching strengths and weaknesses and how you can make a greater impact not only on an individual salesperson's performance, but on the success of the entire sales force. Learn strategies and tactics to properly train and coach your salespeople throughout the entire sales call. 2 days. 1.2 CEUs. Fee per person: $1995, $1795 for AMA members.
*When registering by phone, be sure to use our Priority Code: XNNT
Provider: AMA (American Management Association International) – $1,995
Topic(s): Customer Service & Sales > Sales Management
Who Should Attend?
Vice presidents and directors of sales, sales managers, sales coaches, sales trainers, general managers
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Detailed Overview/Outline
Have you fallen into “reactive mode” with your sales force?
Today, sales managers need the right coaching and motivational tools to improve their sales teams’ competencies and overall skill sets. A proactive sales manager can increase the chances of team success by developing awareness of each individual’s needs and drivers before the sales call. Now discover an in-depth, strategic approach to sales force success that’s not covered in conventional sales management courses. How You Will Benefit
- Use the Personality Matrix to better understand your coaching style—and learn how to make yourself a more valuable mentor to your team.
- Enable your salespeople to achieve their full selling potential.
- Build a confident and competitive sales team.
- Leverage reward and recognition programs for maximum performance results.
- Learn to use specific motivational tools based on individual needs and drivers .
What You Will Cover
- Creating a mutually defined sales culture
- Differentiating between strategic management and tacticalcoaching
- Identifying five characteristics of a successful coach
- Identifying the steps of your organization’s sales process and how to assess your team’s progress throughout the sales cycle
- Recognizing each team member’s personality style, and determining whether their personalities are aligned with the needs of their jobs, or whether they need to be coached to meet those needs
- Motivating your team through effective communication
- Differentiating between leadership and management
- Identifying A, B and C players and how to make necessary adjustments in the effort you spend in coaching them
- Developing individual and team activities to foster a strong sales culture
- Describing how to leverage reward programs and group dynamics
- Examining key course tools as they apply to a relevant case study
Who Should Attend
Vice presidents and directors of sales, sales managers, sales coaches, sales trainers and general managers. Extended Description
Learning Objectives
- Differentiate Behavioral Styles Within Your Sales Organization to Quickly Identify Strengths and Weaknesses
- Establish a Proactive Management Role Rather Than a Reactive One
- Differentiate Among Coaching, Motivation, Training, and Counseling
- Define and Develop a Successful Culture That Has Energy, Enthusiasm and Accountability, and Create a Better Work Environment with Increased Morale
- Describe How to Motivate Team Members to Motivate Themselves
Creating a Coaching Philosophy
- Identify the Characteristics, Personality, and Behavioral Traits of an Effective Sales Coach
- Describe Common Fears and Phobias, and Work to Overcome Them
- Create a Mutually Defined Sales Culture
- Differentiate Between Strategic Management and Tactical Coaching
Profile of a Successful Coach
- Identify the Five Characteristics of a Successful Coach
- Describe How Your Personality Style Impacts Your Ability to Coach Effectively and How to Recognize Personality Styles of Others
- Identify When to Use Coaching Communication Strategies Through Effective Listening
Analyzing Your Existing Sales Force
- Identify the Steps of Your Organization’s Sales Process, and Consider How to Assess Your Team’s Progress Throughout the Sales Cycle
- Recognize Each Team Member’s Personality Style, and Determine Whether Their Personalities Are Aligned with the Needs of Their Jobs, or Whether They Need to Be Coached to Meet Those Needs
- Identify Your Team’s Resource Needs
- Define Key Performance Standards for the Sales Force
- Clarify Your Team’s Internal and External Training and Development Needs
Leadership
- Identify the Characteristics of an Effective Leader
- Motivate Your Team Through Effective Communication
- Differentiate Between Leadership and Management
- Identify A, B, and C Players and How to Make Necessary Adjustments to the Effort You Expend in Coaching Them
Team Building
- Describe the Motivational Drivers Behind Your Sales Team
- Develop Individual and Team Activities to Foster a Strong Sales Culture
- Identify Ideas for a Mentoring Program That Will Encourage Growth
Reward and Recognition
- Determine When, Why, and How to Reward and Recognize Individuals in Your Organization
- Describe How to Leverage Reward Programs and Group Dynamics
- Identify the Five Characteristics of Sales Competencies
- Create a Growth Strategy for a Top Performer
Final Case Study
Sponsor Background:
The American Management Association was founded in 1923. They have built a content control check into every one of their professional seminars. Plus a series of checks and balances to ensure that the content of every AMA seminar is precisely targeted to:
- provide comprehensive, hands-on training that is of practical use when you return to the job
- focus on need-to-know specifics, relevant to the demands of global business today
- offer the expertise and personalized attention of top-ranking instructors
- facilitate your career development and business savvy
Whether you're looking for a solid foundation of business fundamentals or strategies to help you seize growth opportunities for your company, AMA offers expert instruction to help you:
- manage your priorities effectively
- cultivate more productive working relationships
- increase your on-the-job value
- align your skills with marketplace demands
- bring out the best in people, processes and yourself
Cancellation and Refund Policy
If you cannot attend a seminar you may contact AMA in advance to transfer to a future session, or can send someone to take your place. If you need to cancel your attendance, AMA will give you a complete refund if you cancel more than three weeks before your seminar begins. To cancel, simply call. If you cancel with less than three weeks' notice, you will be liable for the entire seminar fee, however you may request a courtesy transfer to use at any future AMA seminar of equal or lesser value. The courtesy transfer must be used within one year of the date of your originally scheduled seminar. In fairness to all attendees, if you do not attend a seminar session for which you are confirmed, and do not cancel with a minimum of three weeks’ notice as described above, you will be charged the entire seminar fee.
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