How to Coach, Motivate and Lead Your Sales Team

Overview

The Visionary Sales Leader shows sales managers how to:

• Identify and nurture future sales stars
• Create a highly productive team
• Motivate under performers
• Focus on the sales drivers that drive performance
• Plan and manage performance
• Coach, mentor and counsel their team.

The Visionary Sales Leader - 3 Days

1. Discovering What Motivates Your Sales Team
   The motivators you can use
   Tools to help you uncover the motivational needs of your sales team
   How to match the salespersons needs with the appropriate motivator.
   
   
2. Motivating and Influencing
   Understanding motivation needs
   Digging behind positions to uncover interests
   Using currencies to exchange
   Meeting influences needs.
   
   
3. How to Draw the Best Out of Your People
   Seven key strategies for getting the best out of your team:
   - Be motivated yourself
   - Recruit people who are already motivated
   - Set challenging but realistic targets
   - Identify progress
   - Treat each person as an individual
   - Provide fair rewards
   - Give recognition
   How to implement each of the seven strategies.
   
   
4. The Four Quadrant Performance Management Model
   How to assess the performance levels of your sales team.
   The four levels of performance:
   - Level One: Low ability/Low motivation
   - Level Two: Low ability/High motivation
   - Level Three: High ability/Low motivation
   - Level Four: High ability/Low motivation
   
   
5. How to Apply the Performance Management Model
   Identifying the staff's performance level
   Preparing a performance management plan
   Implementing the performance plan management process
   Understanding and agreeing on areas of improvement
   Finding solutions and creating plans to support change that will lead to improved performance.
   
   
6. Influencing a Team Member's Behavior Through Counseling
   How to follow the person-with-a-problem seven step sequence to help an employee change their behavior
   How to change the triggers for particular kinds of behavior
   How to give and receive constructive criticism.
   
   
7. Coaching for Improved Performance
   How to conduct a coaching analysis
   How to manage the face-to-face discussion
   How to eliminate successfully a subordinate's unsatisfactory performance
   How to answer critical questions and problems related to coaching.