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
