Sales Management 100
The Manager's Roles and Goals
Your success, as a manager, depends upon the people you have working for you. You must learn how to move from operating to managing; from doing to controlling. In this course, you will learn: Planning; Organizing; Staffing; Delegating; Supervising; Measuring, and Reporting.
Faculty: Brian Tracy
Length: 25:49
Course Highlights:
• The Manager's Roles and Goals
• Planning
• Delegation
• Measuring
• Vital Functions In Management
Interviewing and Selection
The salespeople you manage, more than anything else, determine the level of success you will attain as a sales manager. In this course, we will focus on selecting the best candidates from your recruitment pool. Your ability to prepare for the interview process and having a clear picture in your mind's eye of the kind of person you want and need are essential. This course will help you with both clarity and preparation. By the end of this course, you will learn: The law of three in interviewing; The qualities to look for; The SWAN formula for hiring; Seven interview skills; and How to check references.
Faculty: Brian Tracy
Length: 21:00
Course Highlights:
• Three Key Points
• The Law of Three
• Qualities to Look For
• SWAN
• Seven Interviewing Skills
• Checking References
• Making the Final Decision to Hire
Creating A High Trust Environment
People perform best when they feel safe, secure, respected, appreciated, and valued. Your job as a manager, is to bring out the best in your people. In this course, you will learn: The key to motivation; The relationship between self-concept, personality, and attitude; The greatest enemies of personal performance; and How to create a high trust environment.
Faculty: Brian Tracy
Length: 25:24
Course Highlights:
• Creating A High Trust Environment
• Self-Concept
• Fear And Doubt
• High-Performance Environment
Skills Coaching
In today's market, it is difficult to find and keep a product-oriented competitive advantage. Today many salespeople and companies are selling a commodity. Your people can be the company's sustained competitive advantage. For this to happen, you must be able to coach them to excellence. You must identify areas of development and ensure that the individual is coached to acceptable levels of performance. By the end of this course, you will learn: When to coach; How to coach; The steps of superior coaching; What problems to avoid or overcome; and The rewards and pay-offs of effective skills coaching.
Faculty: Brian Tracy
Length: 18:07
Course Highlights:
• Skills Coaching
• Steps To Coaching Sales Skills
• Problems To Overcome In Skills Coaching
• Skills Coaching Pay-offs
Coaching and Counseling For High Performance
People are learning organisms, continually improving. An important part of improving is feedback. Feedback is the breakfast of champions. People only grow when they know how they are doing. Your job is to get the maximum return on investment in people. This program helps you coach and counsel your people for high-performance. You will learn: How to get maximum return from your people; How to provide performance improvement coaching; How to provide feedback; The benefits of coaching and counseling; and How to apply the material from this course.
Faculty: Brian Tracy
Length: 25:39
Course Highlights:
• Coaching And Counseling For High Performance
• Coaching And Feedback
• Performance Improvement Coaching
• Benefits Of Coaching And Counseling
• Skill Application
Sales Meetings
As a manager, one quarter or more of your career will be spent in meetings. The purpose of this program is to show you how to manage and participate in meetings more effectively so that you get the maximum return on time invested in meeting with other people. As a manager, the way you conduct a meeting and the way you perform in a meeting is a major factor in your career success. By the end of this course, you will learn: Reasons for holding sales meetings; Six parts to planning sales meetings; The structure of sales meetings; and Ideas on holding better sales meetings.
Faculty: Brian Tracy
Length: 18:45
Course Highlights:
• Reasons For Sales Meetings
• Planning
• Types of Sales Meetings
• Structure
• Holding Better Sales Meetings
Sales Training
"If you keep doing what you're doing, you'll keep getting what you're getting." This is an insightful quote, but the real world of business paints an even darker picture. You'll only keep getting what you're currently getting if the competition doesn't improve. We all know that isn't the case; the competition will improve. Training is the way you keep up with and outpace the competition. The quality of your sales team is a key source of competitive advantage. It may be the only sustainable competitive advantage you have. You must grow your people. Training is the way you grow your people. At the end of this course, you will learn: The different types of training; The levels of training; and Sales training design - the basic model.
Faculty: Brian Tracy
Length: 15:47
Course Highlights:
• Professional Sales Training
• SalesTraining Design
• Company Sales Meeting
• Four Key Ideas
Sales Supervision
This course focuses on the importance of field supervision and it's many benefits. You can not function as a sales manager without dedicating a good portion of your time to field supervision. Field supervision allows you to feel the pulse of the business. It's how you get closer to the salespeople and your customers. It's how you function as a role model to your salespeople and how you become a company representative to your customers. It's an important way to inspect what you expect. By the end of this course, you will learn: Requirements for direct supervision; Advantages of field supervision; The process of sales supervision; Procedures for sales calls; and Key roles of sales supervision.
Faculty: Brian Tracy
Length: 25:46
Course Highlights:
• Management by Teaching
• Four Requirements for Direct Supervision
• Advantages of Field Supervision
• The Process of Sales Supervision
• Procedures for Sales Calls
• Five Key Roles of Sales Supervision
Million Dollar Words - Speaking for Results
Learn how to outline any talk, on any subject. Patricia Fripp's key points are highlighted in this live presentation.
Faculty: Patricia Fripp
Length: 33:44
Course Highlights:
• Connect With Any Audience
• Engage Your Listeners
• Successful Presentations |