Training Programs: Field Sales Management
Phase I: Agenda
 view pdf
| register today
I. First Thoughts
- Program Objectives and Overview
- Defining Core Skills
II. Managing vs. Coaching
- Definitions and Examples
- What to Coach – Establishing Priorities
- What to Manage – Establishing Metrics
III. The Manager as Coach
- Coaching Methods and Technique
- Levels of Understanding and Application
- Coaching Implications of Age and Tenure
IV. Developing a Plan
- Establishing Guidelines
- The Sequoia Coaching Guide
- More Tools and Templates
V. Close Day One
I. Second Thoughts
- Core Skills Revisited
- Day Two Objectives
II. Performance Measures
- Establishing Performance Measures
- Ranking your Direct Reports
III. Managing Multiple Priorities
- Responsibility Profile – Setting Priorities
- Best Practices for Managing your Time
IV. Communication Best Practices
- One-on-One and Conference Calls
- Sales Meetings
- Reporting
V. Close Day Two
- Priorities
- Takeaways
- Next Steps
|
