Training Programs: Field Sales Management

Phase I: Expected Outcomes

Coaching Methods and Techniques
Utilize effective coaching methods and techniques in supporting the processes and skills required of the successful sales professional.

Performance Measurement
Develop a set of criteria for determining performance and rank direct reports accordingly. Utilize the system to develop a coaching plan for individual reports.

Time Management
Understand the scope of responsibilities and time necessary to meet the obligations of sales management. Employ effective time management in meeting those obligations.

Motivational Techniques
Possess a broader understanding of motivation and utilize a variety of appropriate recognition and reward opportunities with their team.