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Equip your salespeople with tools and skills to excel as managers!
More often than not, excelling and above average sales performers get promoted to become sales supervisors, unit managers, regional managers, heads of account teams or even national sales managers. A promotion is certainly a great reward for delivering good numbers and quality results fueled with hard work and dedication. A reward it is indeed! Or is it not? Promoted salespeople find themselves too small to fill in a bigger responsibility. They still focus on the trees where the entire forest needs their attention. They discover that their selling skills are not sufficient to help them survive this new career mission. Bottom line is, when they fail, they probably take an entire unit's performance down with them or maybe even an entire company!
Key benefits for participants
Each participant will learn: - the frameworks and processes for transitioning successfully from selling to managing
- the frameworks and processes for sales supervision, management and other critical key result areas
- related seeds of skills development
- tools that can be used on the job
- confidence points
Key benefits for companies
The company will gain: - from the knowledge, processes and skills upgrade of your sales supervisor/manager
- from less trial and error from experimentation on the part of your sales manager/supervisor
- from lesser risk of failure that will require rework to fix issues which may require another tiring round of search and replacement of personnel
- from losing good salespeople down the line who may not take the new sales management style and mistakes sitting down
- from having applicable systems and management tools installed by your sales manager/supervisor
Program Concept
NEWLY APPOINTED MANAGERS NEED TO LEARN NEW SKILLS. Equip newly promoted salespeople (or those who have never been trained properly yet) with the necessary frameworks, processes and skills to excel as sales managers. Exercises and workshops help the participant get a handle of the use of these newfound skills and tools. The facilitator further reinforces this skill upgrade effort by way of field experience-sharing, relating stories/examples and providing tips.
Program Overview
Pre-Module - Parallel Simulation Game Workshop: "The Captain Is Dead!"
- Sales Management Quotient, A Snap Diagnostic Test
Module 1: The Transitional Challenges As Viewed From The Captain's Seat - Selling Vs. Managing
- Transitioning From Peer To A Leader
- Managing Former Peers, Particularly Those Who Have Strong Dominant Personalities Or May Have Been Longer With A Bonded Team
- Managing Transitional Challenges: "Well, I Guess That Makes Me Captain! Well, Mr. Scottie Can You Beam Up A Captain's Manual"
Module 2: Management Myths And Malpractices That Ruin Performances And Careers - Myths, Malpractices And Remedial Rescue Tips For Those Caught In The Quagmire
- Getting Rid Of Selected Current Myths Or Malpractices
Module 3: Foundational Frameworks And Processes Of Effective Sales Management - Sound Management Principles
- Trends In Sales Management
- Management Functions Relevant To The Context Of Sales Management
- Sales Management Processes
Module 4: People Management Skills - Discovering Personal Management Style To Avoid Clashing With Personalities
- Tools For People Management
- People Management Matrix
Case Examples From The Following Products / Industries Shall Be Cited: - Advertising
- Automotive
- Agriculture
- Banking
- Direct Selling
- Distribution
- Food and Beverage
- Insurance
- Media
- Personal Care
- Quick Service Restaurants
- Retailing
- Telecom
- Technology
Case examples of the following scenarios shall be discussed: - Managing a new territory or a start-up unit
- Fixing an ill-performing group
- Sustaining a team that's doing well already
- Real unit situation is misread by the superior
- Cracking to peek through an insider's view
- Understanding the complexities underneath the table of organization
- Distilling key factors to make the unit succeed
- Taking advantage of a pre-assumption phase
- Systematically learning the ropes quickly
- Adjusting management style to unit mission status
- Finding the right focus points based on transition phase and unit mission status
- Playing with degrees of control
- Macro or micro managing?
- Managing different activity clusters and functions
- Employing the triangle of compliance to secure cooperation
- Using the sequence of influence
- Testing the waters with a team
- Winning support for your program
- Quelling program resistance and eliminating resistance
- Using the competence-attitude matrix
- Selecting, hiring and orienting new hires
- Mentoring and guiding promising performers
- Coaching and counseling problematic subordinates
- Confronting underperformers, firing undesirables and replacing personnel
Who should attend: - the newly promoted to a sales management/supervisory position/role
- those about to be promoted or are under study for promotion to a sales management/supervisory post/role
- those who have not undergone primary sales management training or have done so with lesser qualified institutions
- entrepreneurs who are setting up or taking over management of their own sales force
- the next generation entrepreneurs being placed in sales management/supervisory positions
What our past participants said:
"I learned a lot. I will attend some more future seminars."- Renato Bocaya, National Sales Manager, Finfish Hatcheries, Inc. "The speaker is knowledgeable of his craft. It would help me more to improve my managing style in handling my staff."- Simon Go, Dealer Sales Manager, Charter Chemical & Coating Corp.
Recent participants include:
- National Sales Manager of Finfish Hatcheries, Inc.
- District Sales Manager of Golden ABC
- Business Development Head of Q2 Search
- Finance Manager of Bearing Center and Machinery, Inc.
- Team Manager of San Miguel Purefoods Co., Inc.
- Senior Sales Manager of Asea Brown Boveri
- Senior Manager of Fujitsu Philippines
- Sales Manager of Innove Communications, Inc.
- Sales Manager of Odessa Foods
- Circulation Manager of Summit Publishing
- Regional Sales Manager of Uni-President
- District Manager of Boie-Takeda Chemicals, Inc.
- Area Marketing Manager of Union Galvasteel
- Area Sales Manager of Getz Bros.
- Branch Manager of Mitsubishi Motors Cebu
- District Sales Manager of Zynova Pharmaceuticals
- Key Account Manager of Baxter Healthcare
- Sales Officer of Fompac Plastics Corp.
- Product Officer of Glenwood Technologies
- Product Supervisor of Jobstreet.com
- Senior Sales Supervisor of Surgico Philippines
- Sales Supervisor of Cebu Holdings
- Team Leader of Metrovet, Inc.
- Senior Systems Application Representative of Data Center Design
- Technical Sales Representative of Marsman Drysdale
- Key Accounts Specialist of Vibelle Distribution
- Key Accounts Specialist of 3S Foods
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