Sales Management 200
The Sales Performance Appraisal
Without feedback, people cannot improve. No feedback is taken more seriously by salespeople than regularly scheduled written performance appraisals. Written feedback is one of the most effective ways to help people improve. You owe it to your people, your company and yourself to do quality performance appraisals. By the end of this course, you will learn: The purpose of performance appraisals; Steps to the performance appraisal process; Twelve things to evaluate in an appraisal; Process elements; and Five key points to remember.
Faculty: Brian Tracy
Length: 18:52
Course Highlights:
• The Purpose
• The Performance Appraisal Process
• Twelve Things to Evaluate in an Appraisal
• Process Elements
• Key Points to Remember
Care And Control: A Better Approach To Termination
This video can teach your managers how to terminate people using CARE and CONTROL. Based on research from Dr. Richard Deems, an expert on termination, this video shares with your managers the specific steps to the CARE and CONTROL approach to terminations. The emotions can be completely different when firing due to performance and terminating due to downsizing. But the CARE and CONTROL approach has key steps that can be used in either situation. Your managers can learn how to show that they care and how to control the termination discussion.
Faculty: The LearnCom Group
Length: 20:26
Course Highlights:
• Care & Control: A Better Approach to Termination
The Sales Plan
Sales quotas are one of your largest responsibilities. They are the standards by which you and your people will be evaluated. They can motivate your people to reach for higher goals and performance or they can demoralize individuals. Improperly handled, assigning of sales quotas can be the source of problems, frustrations and wasted energy. Properly handled, sales quotas can mean superior achievement and highly-motivated salespeople. By the end of this course, you will learn: Four measures of ROTI; Five methods for setting sales targets; What to consider when developing sales plans; and How to measure sales performance.
Faculty: Brian Tracy
Length: 16:09
Course Highlights:
• Return on Time Invested
• Setting Sales Targets
• Individual Sales Plans
• Individual Sales Performance
• Your Main Job
Communicating For Results
There are many skills and activities required to be a successful sales manager. Most, if not all, of the skills and the effectiveness of the activities depend on one thing, communication. The quality of sales representatives; sales manager relationships can be derailed or accelerated and solidified by the quality of communication. The lessons learned in this course will not only impact sales team relationships, but can be your cornerstone for effective customer and management team interaction. By the end of this course, you will learn: Keys to communicating effectively; The importance of preparation; That timing is critical; How clarity can set the tone; How to listen better; and about tone of voice.
Faculty: Brian Tracy
Length: 19:17
Course Highlights:
• Communicating For Results
• Preparation
• Forms of Noise - "Static"
• Clarity
• Mental Digestion
High-Performance Management
The job of sales manager is not only a pivotal job in most companies, it is also a stressful job. It requires high energy levels and clear thinking to achieve at high levels. Your personal habits, eating and rest, for example, can have a significant impact on your job performance. In addition, your ability to deal with pressure from above, below and outside is critical to job satisfaction and performance. By the end of this course, you will learn: Keys to high-performance through better health; Seven major causes of stressful responses; and Antidotes to stress.
Faculty: Brian Tracy
Length: 16:39
Course Highlights:
• High-Performance Management
• Low Stress = High Performance
• Seven Major Causes of Stressful Responses
• Antidotes to Stress
Motivating Salespeople
One of the hardest jobs in the world today is motivating salespeople - motivating them to continuous improvement; motivating them to excellence. The core of the motivation challenge is individual self-esteem. Making people feel like winners; making them feel that their contribution is important and appreciated is the job of the sales manager. By the end of this course, you will learn: How the interactive model of effectiveness works; The major problems faced by salespeople; The keys to motivation; Interactive skills that boost self-esteem; and Job requirement for maximum motivation.
Faculty: Brian Tracy
Length: 19:59
Course Highlights:
• Motivating Salespeople
• The Key to Motivation
• Performance = Motivation x Ability
• Five Interactive Skills That Build Self-Esteem
Strategy and Positioning
Sales is not an easy profession. The skill and attitude requirements demand an immense effort. Your job as a sales manager is to nurture those skills and maintain an environment conducive to the necessary attitude. In addition, you must help your people strategize and position themselves and the company. A significant part of that effort is helping them expand their knowledge base - company knowledge, competitive knowledge and marketplace knowledge. By the end of this course, you will learn: Requirements for high morale; Five key knowledge areas; and How to do a competitive analysis.
Faculty: Brian Tracy
Length: 18:44
Course Highlights:
• High Morale and Ownership
• Five Key Knowledge Areas
• The Business of the Salesperson
• The Resources Available to Salespeople
• Seven Keys to High Levels of Morale and Ownership
The Problem Salesperson
A key executive talent is the ability to recruit, hire, and build a team of effective, competent people. Problem salespeople can sometimes, not only negatively impact their territory contribution, but the contribution of other team members as well. Because individual human beings are so complex, even the very best hiring skills will give you a success rate of only 66 percent. You must be willing to deal with the 33 percent that don't work out. By the end of this course, you will learn: The three types of problem salespeople; How to save problem salespeople; and The process of firing.
Faculty: Brian Tracy
Length: 19:08
Course Highlights:
• Types of Problem Salespeople
• Why Do We Use Performance Appraisals?
• Saving the Problem Salesperson
• Firing
• The Process of Firing
21st Century Leadership - Inside Secrets of Top Leaders
Learn the "inside secrets" and best creative practices of top leaders. Your business is as good as your worst employee. Innovative, usable, and proven leadership strategies.
Faculty: Patricia Fripp
Length: 29:00
Course Highlights:
• Leadership Strategies
• Find Inovation in Your Company
• Practices of Top Leaders |