About The Faces of a Sales Manager
Are you an up and coming Salesperson ready to take on the role of managing a team OR a seasoned Sales Manager in need of some fresh insight, direction and tools. Alternatively you could be a Senior Manager, managing a group of Sales Managers and you have utilized all avenues to keep them motivated, on target and have shared all your experience and knowledge and need something new and fresh?
Because a fresh outlook, a new spin on things hearing real, personal experiences can unlock what you were missing or give you the tools to reach a new level. Almost shake off the cobwebs and bring back to life what was dormant. During this course Faces of a Sales Manager I will be taking you through some key topics that I have personally managed through, coached, and trained on in the last 27 years. The course will be a combination of theory and personal real stories of how I failed and overcame obstacles, how I dealt with some difficult situations and how I now help a whole range of organisations in multiple industries overcome these very same obstacles. So, whether you are a start-up, or a massive blue chip the shared tools & methodologies will add value to whatever season you are in now. The reason why I named the course “The faces of a Sales Manager” is because as a Manager of people you face many situations daily and while facing them you need to portray a specific face. I hope to bring some clarity to know which face to wear where when, almost give you a cheat sheet on how to know what works.
- The fake face and how to transform into your true identity
- Why do we wear a face?
- What faces do your Sales team wear, and what are they facing?
- What faces are your Clients wearing and what are they facing?
- Summing up the importance of the WHY
- Application & Execution: The secret to unlocking and living your why
- Effective motivation, unpacking what works
- Green and Red buttons
- Types of motivation
- Application & Execution: Motivating the right way to the right person
The face of a great Sales Manager
- What does the face of a great Sales Manager look like?
- Ability to listen
- Seeing the potential and identifying the face of gold
- Leading from the front
- Seeing the BIG picture
- The face of a trusted Sales Manager that gets “Buy In”
- Application & Execution: Great habits of a great Sales Manager
Identifying and executing your strategy
- Pitfalls of a good strategy
- Facing the interdepartmental struggle
- Understanding yourself, your teams, and the clients perceived face
- Facing the facts
- Facing the Marketplace
- Customer Segmentation
- Application & Execution: Uncovering the solution and doing the hard work
The face of a Coach vs the face of a Sales Manager
- What does the face of a Coach look like?
- Doing what is right regardless of the consequences
- Understanding and developing the “Game Play”
- Reading and allowing your team to shine
- The roles and responsibilities of a Manager and a Coach
- Application & Execution: Effectively switching between managing and coaching
The Key to effective Sales Management
- Why should we measure results?
- Setting a mandate
- Digging accurately into history
- If it’s not about the revenue number, then what is it?
- What should we measure?
- The KPI process
- Application & Execution: Sales is more than a numbers game!
Incentivizing and managing the face of success
- The vicious circle of incentives
- Facing the drivers of success
- Application and Execution: Effectively combating the incentive war
Managing up and down the ladder
- Developing your multifocal vision to see up, down, left and right of the ladder
- Managing my Manager
- Managing my Peers
The Face of effective online Management
- The Virtual Evolution
- The challenges we face surrounding Virtual Team Management
- Overcoming the challenges with 10 easy to implement steps
- Benefits of operating within a Virtual Team
- Best Practices for effective Virtual Teams
- Do’s and Don’ts of Virtual meetings
Who is Landie Stevens?
