Confronting Constructively

Learn to confront salespeople with confidence and skill

Confronting

 

Objective:

To help your people recognize their counter-productive behavior and how to take corrective action.  To assist managers in enforcing company policies and guidelines. 

 

Anticipated Outcome/Benefits:

Uses caring confrontation rather than threatening confrontation to describe and correct inappropriate actions instead of accusing, criticizing, or manipulating.

 

Overview:

This course deals with confronting unproductive or inappropriate behavior by your people in a constructive way.  Problem behavior needs to be confronted before coaching can begin.  Participants will learn how to go about confronting their people when necessary in a way that is free from unfounded accusation or suspicions.  It is based on facts & employs follow-up sessions to achieve desired results.

 

Format:

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

 

Module Outline:

  • Introduction
  • Objective/Benefit Statement
  • Confronting Process
  • Chart Overview
  • “Care-fronting” – The Heartbeat of the Process
  • Three Practice Exercises
  • Building Blocks for Confronting Constructively
  • Four Options for Dealing with People Problems
  • The Actual Confrontation
  • Three Case Study Exercises
  • 30 Day Action Plan

Workshops

Goals2Growth Meetings

Managing Different Personalities

Adjust your communication style to fit the salesperson

Confronting Constructively

Learn to confront salespeople with confidence and skill

Goal Aligned™ Management

A simple system allowing you to change managing from an art to a science

Sales Meetings That Work

Learn how to run great meetings that will raise your people's game

Hiring Sales Superstars

A system for finding the A players

Coaching Salespeople in the Field

How to coach in the field step-by-step

Creating the Right Motivational Environment

Build motivation into your sales environment

Developing Your Salespeople

Develop a plan on how to grow your salespeople

Setting Goals and Communicating Expectations

Set the right expectations with your salespeople

Sales Leadership

Develop your leadership skills and style