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Sales managers constantly face paradoxical demands.
- Setting ever more ambitious goals with ever-decreasing resources, being demanding on results whilst securing salesforce loyalty.
- Installing a culture of competitive excellence whilst nourishing cooperative team spirit.
- Seizing business opportunities whilst respecting procedures, exploiting current markets whilst anticipating the next stages in their evolution.
The Krauthammer sales management programme plunges sales managers into real-life situations whilst helping them to identify the stakes and put them into perspective, taking them step-by-step through their responsibilities. Helping them to grasp - and sustainably secure - the conditions for the success of the team as a whole.
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Benefits :
- Mobilise, motivate and animate the sales force to reach objectives.
- Know how to analyse the sales process and improve it through targeted coaching
- Develop the best team synergy possible
- Drive the changes vital to meeting new demands
- More closely link internal stakeholders with the efforts of the salesforce
- Transform every sales meeting into a motivating and enriching event
- Seize business opportunities and ‘sell’ them to hierarchical superiors – as an intrapreneur
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Audience :
- Commercial directors
- Sales force managers
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Day 1: Exercising exemplarity
- The 3 pillars of commercial performance – how can we ensure these are consistent and adapted to individuals?
- Team management: techniques or attitude?
- Self-questioning as a condition for success
- The levers of motivation
- The exemplarity of the sales manager
- How to communicate passion
Day 2: Developing the talents of our salespeople
- Setting objectives linked to the company’s strategy and the talents of individual employees
- Commercial leadership style and team maturity
- Handling demotivation
- Praise: an act of consideration and motivation
- Conducting exchanges that are motivating, personalised, positive and demanding
Day 3: Managing commercial performance
- Analysing and optimising the sales process: replacing management by results with management by resources
- Developing our observational skills to provide relevant, impactful feedback
- Organising visits in pairs, transforming a debriefing into a source of motivation and progress
- How to adopt a position, ensure it is understood - and sustain it
- Striking a balance between directive and participative management
- How to recognise our mistakes: a guarantee of credibility
Day 4: Creating alignment
- Commercial meetings : information, working session, ‘business review’ or sales convention – how can we make these motivating and enriching ?
- ‘Sensitive’ situations: objectives, remuneration, budget negotiations, internal collaboration
- Accessing the success factors of employees
- Priority management: ‘urgent’ and ‘important’
- Improving internal and external communication. Practical case: e-mails.
Day 5: Managing change
- The sales manager as ‘change agent’
- Reactions to change
- Designing a change management plan with speed and efficiency in mind
- Announcing a change effectively – knowing how to say NO
- How to conduct a realignment meeting – helping to change a behaviour
Day 6: Creating team synergy
- The importance of team selling in today’s environment
- Striking the balance between ‘competition’ and ‘cooperation’
- The three foundation stones of team spirit
- Obstacles to teamworking in the sales environment and how to handle them
- Conflict management and how to arbitrate
Day 7: Being an intrapreneur
- The sales manager as intrapreneur
- The 3 steps to success for an internal and innovative project
- How to present and sell a solution to decisionmakers
- Keys and strategies for winning and managing major accounts
- The keys of negotiation
- Internal or external complaints – processing, negotiating, committing and satisfying!
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> Small groups: each group is comprised of between ten to twelve participants, depending on the host country, in order to ensure proper conditions for genuine individual development.
> Role plays and practical exercises: our teaching method stimulates self-knowledge, promotes awareness and leads to long-term behavioural change.
> Sequential: the training process involves 3-5 weeks’ application on the job between training days, allowing each participant to integrate the content long-term, and to take ownership of it in the form of new attitudes.
> Feedback: at the beginning of the day, each participant presents his or her feedback based on the concrete results achieved. The successes and/or difficulties are then analysed and commented upon, and the learning points transformed into a new action plan. The training day continues with new modules, according to the same process.
> The "blended" approach: before, during and after the training programme, the participant is asked to continue his or her learning process online to gather feedback from his or her colleagues with the 361°.
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Click here to view the dates, locations and investments of next sessions. | |||
| This open programme takes place in : | ||||
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- Germany |
- France - Hungary - Italy |
- The Netherlands - Poland - Czech Republic |
- United Kingdom - Slovakia - Switzerland |
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