Training Programs: Field Sales Management
Phase II: Agenda
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I. Introductions and Program Overview
- Objectives
- Your One Question
- Sales Manager Program I Highlights
II. Core Competencies for Wholesalers and Managers
III. The Ideal Wholesaler Profile
- Profiling - Quantitative and Qualitative
- Building Your Ideal Wholesaler Profile
IV. The Hiring Process
- Your Best Sources for New Wholesalers
- The Screening Interview
- Interviewing Experienced Wholesalers
- The Skills Test
- The Offer
V. First Day Recap & Takeaways
Group Dinner 6:00pm – 8:00pm
I. Managing Strategic Opportunities
- Gaining Strategic Focus
- Taking Action
- Managing Multiple Priorities
II. Managing versus Coaching
- What to Manage / What to Coach
- When to Manage / When to Coach
- Coaching Guidelines and Technique
III. Best Practices for First Year / New Hires
- Guidelines and Process
- Objectives for First Year Wholesalers
IV. Best Practices for Low and High Performers
- Working Out Low Performers
- Retention of Top Performers
- Reviewing Performance Measures
V. National Sales Meetings
- Best Practices, Pitfalls and Inefficiencies
VI. Closing - Next Steps and Challenge
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