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Sales Training Consultancy Sales and Sensibility Coaching Limited |
Sales and Sensibility
The Tower, 2 Stable Cottages
Pangbourne
Reading
Berkshire
RG8 8HN
Tel: 0118 9767658
Email
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The Tower, 2 Stable Cottages
Pangbourne
Reading
Berkshire
RG8 8HN
Tel: 0118 9767658
View map
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The Seven Sins of Sales Management
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This controversial course highlights the many pitfalls that sales managers fall into but very often fail to recognise themselves. If you are fed up of hearing what you should do, this course will be enlightening and a refreshing change for you as we are going to coach you on what ‘not to do’! What are the seven sins? The ‘seven sins’ are a set of beliefs that sales mangers may hold. Some will have all of these belief’s, some may only have one or two. These beliefs influence their attitude, which in turn influences how they manage their sales team, which in turn influence their sales people’s performance. To determine if you hold any of these beliefs please read the below statements and give your self a score between 1 and 10 in terms of how much you believe in the statement. One is a low and means you do not believe in any of the statement and 10 is a high and means you truly believe in the statement. If you believe in part of the statement, give yourself a score between one and five. Sin 1 • One to one’s are a great chance for me to update my sales figures and find out what my team need from me. I always send out a summary of the actions so that I can track my team member’s performance and regularly give feedback on what they can do to improve their performance. Sin 2 • I know what I want to achieve from my team this quarter. I have created my sales plan and have set the team some challenging team goals, which I believe they can achieve. I have issued the targets, KPI’s and goals to my team so that they also know where they are going and what they need to do. Sin 3 • My team members would say I am a firm but fair manager. I feel that I do get the very best out of my people… when they get a big win they know I will congratulate them but equally they know I will encourage them to go out and get another big win. I am supportive to my team and they know that they can always come to me when they have a problem. Sin 4 • My team are all experienced and they have a natural and structured sales process that they follow. They have had product training and sales training so they are equipped with the knowledge and skills needed to do a good job. I continuously develop my team members by listening in or going on customer visits so that I can show them how ‘it’s done’ and advise them on what they could do to improve. Sin 5 • I know my team well and have a very good relationship with them. I know who my top performers are from the sales figures members and I encourage my average and under performers to learn from them. I reward my top performers by providing them with cash incentives and the opportunity to gain management development training so that they can, one day further their career. Sin 6 • The current economic climate is certainly a big cause for a concern and it is challenging times for my team. Over the last year, I have over achieved my team targets and increased the team’s productivity however my team have let me down in the past few months and sales results have dropped as customers feel the pinch of the credit crunch. Sin 7 • It is a competitive market place that I work in so my sales people need to be hungry to earn money, they need to be driven by targets, they need to be ambitious , be tenacious and they must be able to ‘talk the talk’. If you are a sales manager and have scored, above one on any of the above statements, you are holding beliefs and making some common sales management mistakes, which could be limiting your team’s performance rather than maximising your team’s performance! Ask any great leader if they made mistakes and the answer will be yes! We all make mistakes, sales managers included. However, the difference between a great leader and the success of the sales manager is that many sales managers still view mistakes as a failure rather than a stepping-stone that will enable them to achieve success. Great leaders believe that success comes from being able to indentify your mistakes, learning from them and having the confidence and skills to adapt your current approach to improve your performance. The ‘Seven Sins of Sales Management ‘program is designed to help sales managers do exactly this! What will I learn on this course? • The power of mistakes • How making mistakes will help you to get closer to success • The seven most common ‘sins’ a sales manager can make • How to identify your best skills & attributes and your ‘sins’ • How your ‘sins’ influence your teams performance • How NOT to plan your quarter • Why you should NOT set goals • How NOT to communicate with your team • How to de-motivate your sales team • How NOT to inspire your team • What a poor ‘one to one’ looks like • The impact of managing by fear • How NOT to treat your sales team • How NOT to run a reward and recognition program • How NOT to train and develop sales people • What a poor coaching session looks like • How to really irritate your sales people on customer visits/calls Program Outcomes • Identify what you need ‘tweak’ about your approach to gain increased performance and sales results. • Learn how to connect with your team and adapt your style when needed • How to help your team members identify and learn from their mistakes • How to make the changes back in the workplace • How to create a personal action plan that ensures success It is a lot easier and quicker to ‘tweak’ the way you currently do things than to learn a whole new skill set! At the end of this course, you will be enlightened and will feel empowered to make the changes that will take you and your team to the top! After this 2-day program, all delegates will receive one to one coaching to support the implementation of your new skills FAQ’S Why have you created a course that tells sales managers what not to do? How can this new program help my sales organisation to achieve increased sales results quickly and easily? Benefits of booking this program Why should I attend a course that tells me what I am doing wrong? Who should attend this course? What is so special about this course? How can I book this course? You can choose to run this program in-house or at a suitable external venue. The program is tailored to meet the needs of your sales organisation. Maximum of 12 managers per course – Book a free consultation You can attend one of our open management development workshops – click here for forthcoming dates What makes this course so special is that it is real, it is relevant, it will help you achieve an increased performance quickly and easily and it will put you back in the driving seat! After this course, I will personally provide one to one coaching for all interested delegates to support and facilitate the changes they will be making in the workplace. Book by February 21st and receive a 20 % early bird discount Book 2 places and get a third place free! |
