Description

Structure your practice through the acquisition of operational managerial tools. Learn how to energize and motivate a sales team. Define commercial objectives, break them down into team and individual action plans. Help your employees progress by behaving as a leader.

Who is this training for ?

For whom ?

This training is aimed at sales managers and managers, sales managers, etc.

Prerequisites

Commercial experience.

Be in a management situation or taking up a position

Training objectives

Master communication techniques and managerial skills Set motivating objectives and mobilize each salesperson Provide concrete support to salespeople in achieving objectives Build your commercial activity evaluation and management tools

Training program

• Know yourself well to manage better
  • Self-diagnosis: define your management style. Reflect on your job. Develop your leadership.
• Master management tools
  • The keys to effective management.
  • Highlight your team through Active Listening.
  • Effective recruitment of salespeople.
• Conduct effective one-on-one interviews
  • Conduct an interview to re-motivate a salesperson.
  • Management by objectives.
  • The individual action plan.
  • The interview evaluation: techniques and methods.
• Know how to evaluate performance
  • Validate the match between acquired skills and required skills.
  • Guidelines for adapting your management style to each salesperson.
  • The individual observation grid, the collective diagnosis grid, the M.A.M.I.E.
• Strengthen the motivation of salespeople
  • Analyze each salesperson: motivations, skills and results obtained.
  • Organize and distribute motivating tasks.
  • Develop team spirit.
• Field support
  • Develop a coaching, tutoring, training culture
  • The different types of visits. Duration. Frequency.
  • Implement evaluation grids and corrective actions.
• Know how to deal with conflict situations
  • Dealing with demotivation. Making unpopular decisions and communicating them.
• Implement operational plans
  • Design your Commercial Action Plan (PAC).
  • Organize daily action.
  • Lead energizing team meetings. Prepare a meeting. Managing different personalities.