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 MANAGING SALES AND PEOPLE – 2 Days |
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| THE ROLE OF THE LINE MANAGER | |||||||||
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Analyser | ||||||||
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Teacher | ||||||||
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Working partner | ||||||||
| MARKETING PLAN – SALES PERFORMANCE | |||||||||
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Focus on objectives | ||||||||
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Focus on sales efforts | ||||||||
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Focus on people competence | ||||||||
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Develop an individual performance plan for each team member | ||||||||
| ASSESSING THE STRENGTHS AND WEAKNESSES OF THE SALES TEAM | |||||||||
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The knowledge | ||||||||
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The skills | ||||||||
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The attitude | ||||||||
| THE CUSTOMER BASE | |||||||||
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Building and maintaining a strong customer base – the renowned sales platform concept | ||||||||
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Working tools to secure short-term and long-term objectives | ||||||||
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Accurate sales forecasting | ||||||||
| DEVELOPMENT OF PEOPLE COMPETENCE | |||||||||
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Simple effective ways of increasing motivation levels | ||||||||
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Field Coaching | ||||||||
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Guidelines of effective feedback | ||||||||
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The ten commandments of coaching | ||||||||
| INDIVIDUAL ACTION PLAN | |||||||||
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Each participant evolves an individual action plan for implementation in his/her job on the basis of discussions in the workshop | ||||||||
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