Accountable Sales Management - 1 day

Accountable Sales Management

Summary

To face the VACU world, an organization must increase its agility to improve the customer satisfaction, to gain the competitive advantage. To reach the objective, the organization must enhance the learning capability.

This training program provide the essentials of capability for the modern sales manager. As we know the successful sales representative is not necessary to be a good sales manager, this program will provide the critical capabilities between sales representative and sales manager.

Learning Process

In the program, there will have different activities to help participants to learn the following topics:

The choice of accountability

The stages of team development

The flexible leadership skills

Motivate with goal communication

《Accountable Sales Management》

Module

Outlines

Time (m)

Activity

Introduction

Opening by host

Ice breaking

Ground rules

Overview of the program

Activity: What is the challenge?

30

Lecture

Demo

Group discussion

Module 1:

The choice of accountability

Objective: to help participants to know the working is not only for corporate performance, all for personal growth

Definition of accountability

The challenges of accountable person

Activity: the true moment of accountability

Process of accountability

Activity: the scenarios of accountability behavior

120

Lecture

Demo

Group discussion

Module 2:

The stages of team development

Objective: There are different stages in the team development

Introduction of the 4 stages of team development

The difference leadership styles for each stage

Activity: to identify the current stage of own team, and conclude the action plan

60

Lecture

Demo

Group discussion

Module 3:

The flexible leadership skills

Objective: to identify the subordinate’s status quo, and apply the appropriate leadership skill

The categories of leadership skill

Instructive leadership skill

Supportive leadership skill

How to choose the appropriate skill to the selected subordinated

Activity: choose one subordinate, and plan the application of learned skill

90

Lecture

Demo

Group discussion

Role play

Module 4:

Motivate with goal communication

Objective: Money is only method to motivate employee, there are others

New perspective of Maslow law of needs

Intrinsic motivation

How to incentivize the intrinsic motivation

The motivational goal communication

Activity: choose one subordinate, and plan the application of learned skill

90

Lecture

Demo

Group discussion

Video

Role play

Total training time

= C6+C5+C4+C3+C2 \* MERGEFORMAT6:30Break time： 15 min per am/pm

Lunch hour：1 hour