• Primary objective and benefits

  This workshop will help participants to:
  1. Establish clear operating frameworks, guidelines and benchmark practices.
  2. Implement and manage robust sales strategies and tactics.
  3. Implement and manage a balanced scorecard approach to performance metrics.
  4. Focus on the best practices which make a successful sales manager.
  5. Apply new approaches which free up time for real performance management.
  6. Become an effective mentor and performance coach.
  7. Develop best practices which directly result in exponential sales growth.
  8. Create a high performing team with true ownership and accountability for the results.
  9. Understand and apply the concept of Maslow’s Hierarchy of needs.
  10. Understanding, influencing and selling to all personality and character types using NLP techniques and skills.

Program Contents

• Module 1 -
  An Overview Of Best Practice
  • Establishing a ‘framework’ or ‘landscape’
  • Defining, establishing the success culture
  • Maximizing selling and learning time
  • ‘Positive performance management’
  • Identifying sponsors and stakeholders

• Module 2 -
  Performance Coaching & Mentoring
  • Definitions of coaching and mentoring
  • Coaching for performance
  • The GROWTH coaching model
  • The effective 121 performance review
  • The ‘return on investment’ approach

• Module 3 -
  Establishing, Managing The Metrics
  • Vision, mission, strategy, goals, tactics, tasks
  • Pipeline management and forecasting
  • Goals, targets, KPI’s and the ‘BSC concept’
  • The strategic sales performance manager
  • Strategic planning - CADILLAC, CLARITY

• Module 4 -
  Leadership Models And Styles
  • The COPPFISM radar
  • The MBLSS planning, strategy, tactics tool
  • Adair’s Action Centered leadership
  • Application of leadership styles, approaches
  • A SWOT / TOWS analysis of the team

• Module 5 -
  Management & Leadership Styles
  • Strengths deployment Inventory assessment
  • Merrill & Reid Social styles assessment
  • Leadership style evaluation
  • Thomas Kilmann conflict instrument assessment

• Module 6 -
  Create High Performing Sales Team
  • Bruce Tuckman Group Dynamics
  • Belbin Team Roles
  • Mintsberg management & leadership roles
  • Maslow’s Hierarchy of Needs
  • Align personal targets to team performance

• Module 7 -
  Applying NLP Techniques, Skills
  • Emotional Intelligence skills - EQ versus IQ
  • Management of the personal state
  • Matching & mirroring techniques
  • Meta-programs and INK psychology
  • Representational systems - VAKOG

• Module 8 -
  NLP Techniques, Tools Continued
  • The use of authority positions
  • Moments of truth - bypassing filters
  • Anchoring techniques
  • Our behavior at traffic lights
  • Convincer patterns

• Module 9 -
  Refreshed Approach To Sales
  • A re-assessment of the ‘framework’ concept
  • Key concepts you will take away and apply
  • GROWTH action planning
  • MBLSS action planning/strategic planning