Leadership in sales. Tools for improving the effectiveness of sales teams

Programme

Success criteria of the Sales team

• Roles and tasks of company employees
• Growth prospects
• Levels of thinking
• Personal qualities and skills of a successful sales rep
• Sales rep performance indicators
• The main goal in selling

Standards of working with the customer

• Selling — as an art
• Why a sales agent needs a regulated sales script
• Beliefs and attitudes that lead to results
• Specifics and effectiveness of working in a team
• The growth algorithm
• Self-fulfilment in the company
• What skills a supervisor (SV) and regional manager (RM) should have
• What professional competencies a sales agent should have

The effective team

• Specifics and effectiveness of working in a team
• The algorithm of interaction in a team
• Team roles

Tools for improving work and interaction

• Specifics of the SV's and RM's work. Goals and objectives of the position
• Main directions and content of the SV's and RM's work
• SV and RM performance indicators
• Skills needed by the SV and RM

Raising the results of sales teams

• How to find out whether an employee can work within the system — achieve the set goals and objectives
• Interviewing tools
• Methods of express diagnosis of a candidate
• The ability to conduct an interview

Tools for developing the SV's and RM's management competencies

• Planning and preparation (physical and psychological preparation)
• Assessing the situation
• Assessing goals (visit goals — short-term, long-term; company goals — strategy, tactics)

SMART (ARS) analysis

• Which motivation is better to use: the «carrot» or the «stick»
• Specifics of the SV's and RM's work with the team
• What kinds of field work an SV does
• Negative attitude towards the company or loyalty to the company
• How to retain and motivate a «star»
• Effective feedback
• The «bench»
• The ability to work with receivables
• The ability to work with «old» debts