Training Programs: Field Sales Management

Sales Manager I:
Performance Measurement and Coaching

Overview

This day-and-a-half program is designed to provide structure, tools and processes that enable sales management to elevate their impact on the productivity of their team. Participants are exposed to a variety of coaching methods and techniques as well as gaining an understanding of generational issues and coaching different performance levels. Additionally, the program engages participants in a system for developing performance measures and a correlated wholesaler ranking system. Discussion and debate among the participants as well as selected use of exercises are the hallmarks of this program.

On-point discussion, group exercise and Sequoia “Blueprints” are frequently employed to enhance the participants’ ability to carry the skills into their daily practice. Additionally, the Sequoia Coach’s Playbook, a well developed tool for coaching and evaluating the systems and processes advocated by Sequoia, is utilized to simplify the coaching experience. The coaching of Target Marketing, Territory Management and the Sales Process are discussed and covered in detail throughout the program. Finally, each participant will begin to build their annual coaching plan as part of this program.

Additional topics covered include prioritizing management responsibilities, time management for managers and motivation, recognition & reward systems. Custom programs are facilitated over the course of two days.

Open enrollment classes are held at Hamburger University in Oakbrook, IL. The classes are comprised of inside wholesalers from a diverse group of financial services companies. We limit the group size to maintain the integrity of the program and to enhance the degree of success in participant learning. This program is often customized to meet the specific requirements of individual firms and is often facilitated on site at the client’s facility.