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
    • Start-up
    • On Track
    • Off-track
    • Troubled
  • Management Modes Framework
    • Challenges and Opportunities in Each Management Situational Mode
    • Priorities
    • 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
    • Decision-making
    • Task Management
    • Leadership
    • Motivational Methods
  • Sales Management Multiple Style Matrix: 4 Management Mode X 4 Dimensions of Management
    • Management Styles
    • Situation when each one works best (Do’s)
    • 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
    • As sales leaders
    • Point-of-views of subordinates and peers
    • As observers and critics of colleagues and co-participants
    • From feedback of the co-participant observers
    • 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

KEY BENEFITS TO COMPANIES

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:
    • effective management of human and non-human resources
    • less probability of avoidable turnover of performers
    • better sales force morale
    • better performance of teams versus goals
  • in case of sales crisis, be able to weather and recover faster

KEY BENEFITS TO PARTICIPANTS

Each participant will enhance their competencies in:

  • Analytic Thinking
  • Adaptability
  • Contributing to Team Success
  • Credibility and Professionalism
  • Decision-Making
  • Delegation
  • Leadership
  • Leading a Team

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.