Description
Structure your practice through the acquisition of operational managerial tools. Learn how to energize and motivate a sales team. Define commercial objectives, break them down into team and individual action plans. Help your employees progress by behaving as a leader.
Who is this training for ?
For whom ?
This training is aimed at sales managers and managers, sales managers, etc.
Prerequisites
Commercial experience.
Be in a management situation or taking up a position
Training objectives
Training program
- Know yourself well to manage better
- - Self-diagnosis: define your management style. Reflect on your job. Develop your leadership.
- Master management tools
- - The keys to effective management.
- - Highlight your team through Active Listening.
- - Effective recruitment of salespeople.
- Conduct effective one-on-one interviews
- - Conduct an interview to re-motivate a salesperson.
- - Management by objectives.
- - The individual action plan.
- - The interview evaluation: techniques and methods.
- Know how to evaluate performance
- - Validate the match between acquired skills and required skills.
- - Guidelines for adapting your management style to each salesperson.
- - The individual observation grid, the collective diagnosis grid, the M.A.M.I.E.
- Strengthen the motivation of salespeople
- - Analyze each salesperson: motivations, skills and results obtained.
- - Organize and distribute motivating tasks.
- - Develop team spirit.
- Field support
- - Develop a coaching, tutoring, training culture
- - The different types of visits. Duration. Frequency.
- - Implement evaluation grids and corrective actions.
- Know how to deal with conflict situations
- - Dealing with demotivation. Making unpopular decisions and communicating them.
- Implement operational plans
- - Design your Commercial Action Plan (PAC).
- - Organize daily action.
- - Lead energizing team meetings. Prepare a meeting. Managing different personalities.
