Summary:

We all have detailed plans on how to grow our customers but how many of us have detailed plans on how to grow our salespeople?  A sales manager’s job is not to grow sales but rather, to grow salespeople.  This workshop applies a proven model to people development and will allow you to create a customized and effective plan for each one of your people.

Objective:

To teach sales leaders the 4 different categories of salesperson development, the unique leadership styles each requires and how to develop a plan to grow their own team members.

Format:

1/2 day custom in-house workshop + online webinar

Module Outline:

• Different Levels of Sales Development
• The Sales Development Grid
• Leadership Styles Needed to Develop Each Level
• When to Delegate, Support, Direct, Remove Interference, and Coach
• Development Discussion – Four Case Studies Analyzing Each of Your Salespeople and their Development Needs
• Developing Your Team
• Creating a custom “People Development Plan” for your team
• The ABC’s of Leadership
• What to do when someone doesn’t reach a goal
• Lack of will versus lack of skill and how to deal with each
• 30 Day Action Plan