How to Identify and Manage the Key Motivational Factors

This program is designed to give sales managers and small business owners the tools necessary to manage the sales team by understanding what motivates each individual. One option of the program is to use thoroughly tested, proven and accurate testing profiles. These sophisticated testing products not only helps to manage the existing force but also allows for the establishment of criteria for future hiring decisions.

Principal Objectives:

Introduce : 

• Potential testing systems
• Identify accurate goal setting methods for each individual
• Learn key reinforcement skills
• Learn keys to effective performance interviews

Values Driven Management

This program is based on the research of many of this country’s great business thinkers. The manager will learn how to develop feedback systems which energize the individual sales person and the sales team. Sales managers today must recognize and respond to the needs, values and visions of the sales people, while simultaneously fulfilling the needs of the corporation for new business growth and profit.

Principal Objectives: 

• Identify styles of management
• Identify keys to management excellence
• Learn how to manage through expectations and feedback
• Create an action plan for Individual Management Skills Growth

How to Identify, Recruit and Hire Sales Winners

Being a good recruiter of sales people will not guarantee the success of a sales manager....but being a poor recruiter will assure failure. This program provides the sales manager with the tools necessary to satisfy the need for future sales manpower and the upgrading the existing sales force. One option of the program is to use thoroughly tested, proven and accurate testing profiles.

Principal Objectives: 

• Introduce Potential testing systems
• Identify the five critical hiring criteria
• Identify what attracts the sales winner
• Identify what motivates the winners already on the sales team Develop a set of characteristics, skills and talents unique to the most successful your sales team

Management Issues

• Team selling strategies
• Sales coaching with the performance model
• Coach like a pro
• Motivating your sales team to reach new heights
• Strategies for turning around a marginal performer
• Standing "TALL" in management
• Growing performance and reducing turnover
• You can teach an old dog new tricks
• Making sales meetings work
• Building rainmakers