THINK DIFFERENTLY. SEE THINGS DIFFERENTLY. DO THINGS DIFFERENTLY.

Frameworks, Processes, Tools- Anchored Strategy and Skill Development Seminar-Workshop

From Selling to Managing
by Rowen Untivero
Frameworks, Processes, Tools- Anchored  
Strategy and Skill Development Seminar-Workshop
 

Key Benefits of the Company
As the sales leaders apply the frameworks, tools and strategies to their own respective situations, the company will:

 

 

·       have versatile sales leaders capable of handling different sales management situations
·       translate the leadership and management performance of sales leaders to positive gains such as:
o  effective management of human and non-human resources
o  less probability of avoidable turnover of performers
o  better sales force morale
o  better performance of teams versus goals
·       in case of sales crisis, be able to weather and recover faster
 
Key Benefits of Participants
 
At the end of the seminar-workshop, each participant will have:

 

 

·         knowledge of frameworks and equipped with tools enabling them to diagnose their respective team’s current and changing situations
·         knowledge of frameworks and equipped with tools on how to manage and lead with versatility in any of the 4 modes:
oStart-up
oOn-track
oOff-track
oTroubled
·         learned multiple sales management styles and in which situations each one works best
·         experienced both simulated and immediate-own situation applications
·         added leadership and management confidence points
 
PROGRAM CONCEPT
 
Different sales management situations require different sales management styles.
So what style do untrained sales leaders use? Usually they mimic what they were able to observe from bosses and other people.  Unfortunately, without framework, the styles they blindly copy are not in the same context of application. This results to all kinds of problems: missed targets, mediocre-to-low team performance, low ratio of high sales performers to number of salespeople, low morale, uncontrolled deviations, insubordination, even mutiny and worst of all turnover of good people.
Fortunately, Mansmith provides a practicable framework-anchored, systematic and accelerated way to get sales leaders to learn which styles work best in which situations! Spare your company the pain of lost revenues and turnover of good talent.  Equip them with Sales Management Styles that match each Sales Situation Cluster.
PROGRAM OVERVIEW
Day (1) One
Preliminary Workshop: Parallel Simulation
·         Induces participant-course attitude towards unlearning old habits
·         Generates  participants’ realizations
·         Prepares them to open up to new sales management knowledge
 
Part 1A: Frameworks and Principles Input – Situational Clusters
·         Overarching  Framework- S.S.S
·         4 Management Situational Modes
o   Start-up
o   On Track
o   Off-track
o   Troubled
·         Management Modes Framework
o    Challenges and Opportunities in Each Management Situational Mode
o    Priorities
o    Strategies
 
Part 1B: Application-Workshop Self-Diagnostics (Immediate Application to Own Participant’s Situation)
·         Own-Case Analysis
·         General Discussions and Insights Drawing
 
Part 2: Framework and Principles Input – Sales Management Components and Link with Styles
·         4 Dimensions of Management 
o   Decision-making
o   Task Management
o   Leadership
o   Motivational Methods
·         Sales Management Multiple Style Matrix: 4 Management Mode X 4 Dimensions of Management
o   Management Styles
o   Situation when each one works best (Do’s)
o   Situations when each one should be avoided (Don’ts)
 
Part 2B: Application-Workshop (Immediate Application to Own Participant’s Situation)
·         Own-Case Analysis
·         General Discussions and Insights Drawing
 
Day (2) Two
Part 3A: Simulated Casework Analysis
·         Framework and Tools Usage
·         Application to Cases to be provided
 
Part 3B: Simulated Casework Output
·         Output Presentations
·         Discussions, Realizations, Insights
 
Part 3C: Simulated Casework Management Styles Role Plays
·         5-Way Situational Role-plays
o   As sales leaders
o   Point-of-views of subordinates and peers
o   As observers and critics of colleagues and co-participants
o   From feedback of the co-participant observers
o   From the reinforcement and critiquing of the Mansmith Training Master
·         Discussions, Realizations, Insights
 
Learning Summary
•      Advertising
•      Automotive
•      Agriculture
•      Banking and Finance
•      Construction
•      Education
•      Energy
•      Food & Beverage
•      Insurance
•      Personal Care
•      Professional Services
•      Telecom
•      Technology
Case examples of the following scenarios will be discussed:

  • Reading the sales management situation
  • Sales Management Issues of Start-ups
  • Sales Management Issues of Issues in On-Track
  • Sales Management Issues of Off-Track
  • Sales Management Issues of Troubled
  • Priorities per Mode
  • How and When each Management Style Works

Target Audience

  • Salespeople to be promoted or being considered for promotion
  • Sales Leaders (Directors, Managers, Supervisors, Team Leaders)
  • Entrepreneurs
  • Distributor Operations Managers
  • Sales Support Leaders

Learning Methodology
·         Interactive lectures
·         Story-format examples
·         Discussions
·         Simulated Case analysis
·         Participants’ Own Case Analysis
·         Tools application practice
·         5-way Role Playing
·         Group/selected individual presentations
·         Professional feedback and critiquing by the Mansmith Coach-Training Master
 
 
 
 
ABOUT THE INDUSTRY EXPERT
ROWEN UNTIVERO
Partner and Chief Sales Strategist
 
 
26 year-plus veteran of Training, Coaching and Consulting. 28 years of successful sales, buying and negotiation practice, injector of science in the fields of selling, negotiation, sales management, business-to-business marketing, and retail optimization as well as management via his original framework, processes and tools. He is the pioneering developer of the world’s first mathematics of negotiation, strategic nego-mapping methodology, 3D Language Wheel (verbals tones and body language), selling  mechanics as well as systematic account development strategies, tools in a business-to-business setting,  sales management framework, simplified problem solving, effective coordination, the 4 modes of management, conflict resolution, problem solving, effective coordination and smoothen communication in organizations and many more. He provides a 360-degree and multi-dimensional set of perspectives from that of the CEO, middle management, down to that of the front-liner and staff member and has had exposure in almost every industry.