Management Development
Your leaders provide the key lever to drive ongoing performance in your sales organization.
We empower them to recognize, attract, and hire the best talent. Then, we provide the skills to continuously drive and improve performance. We encourage developing your sales leaders for maximum return on investment, including sustainability of results.
- Management Development: Coaching skills for managers with emphasis on behavior identification and change
- Performance Management Training with emphasis on Coaching Conversations
- Leadership Development: Enhancing the capacity of a leader
- Talent Management Skills: Interview, Hiring, and Talent Assignment
3 Part Series: Managers as Drivers of Performance Development Training
This training is designed to provide managers with the tools to be effective coaches for their
staff with emphasis on behavior identification and change. Managers understand their role as
leader and manager of performance. Managers receive training in listening, motivating and
inspiring, setting goals, creating a plan, observing performance, analyzing performance, coaching, identifying performance gaps, holding staff accountable, giving feedback, and creating results.
The D.E.F.I.N.E. model is taught which gives access to the key steps of the performance
development conversation, the key driver of continuous performance management.
Coaching conversations are designed to be two-way communications, intentional in focus
and scope, and with defined outcomes and action plans. Skills are taught that define and improve desired behaviors. Coaching strategies, techniques, and customized approaches to sales coaching are taught. The result is managers who are capable of coaching sales skills and behaviors, managing new business development activity, and overseeing the personal development of each person on their sales team.
Click to download PDF: Leading and Managing Performance
Click to download PDF:
Effective Development Discussions
Click to download PDF: Strategic Communication
Sales Manager Coaching Skills Using Various Sales Assessments
This process equips sales managers with the tools, skills, and techniques to provide individual, customized performance coaching for each of their sales team members. Sales managers are trained to identify the most common obstacles to sales performance and taught how to recognize
and coach these skill gaps. In addition, they are taught how to use various sales assessment tools
to individually determine the strengths and areas of weakness for all of their sales representatives. Special training in tailored coaching approaches for each individual salesperson gives the manager skills in coaching ‘front-end’ sales activity and behaviors as well primary selling skills.
Click to download PDF: Coaching Sales Performance Using the SPQ
Leadership Development Training
Most companies realize the need for developing leaders in their organization. This training invests
in your middle management to develop them into the future leadership of your company. Using assessment, classroom and individual coaching, this program is a powerful way to develop leaders
in your organization.