Legacy course

LEGACY

CREATE A SALES FORCE SECOND TO NONE!

When we promote our best sales people into management it is not without risk. The knowledge and skills necessary to be a good manager are different that those needed to be a top sales producer.The Legacy workshop is focused on developing the knowledge, skills and strategies necessary to transition a sales team into a dynamic, productive force. The Sales Manager's legacy is made and told by the extent to which s/he is able to develop a highly skilled and productive sales force. In the end, nothing else will matter.

Interviewing, Selecting, Hiring and Evaluating

Identify high potential candidates regardless of previous experience
Uncover key characteristics associated with top producers
Match selling skills models and styles
Determine corporate culture fit with candidate's usual mode of operation

Leading and Motivating

Ignite and unify a singleness of purpose
Establish a strong achievement driven sales culture
Create a motivational environment
Develop goals and action items in alignment with department vision and mission

Sales Coaching

Know "what" to coach using the Sales Diagnostic Questionnaire
Know "how" to coach using a brief six step coaching model
Facilitate "Peer-to-Peer" coaching
Increase self-directed growth and development

Performance Appraisal

Work from a master list of 41 different performance areas to select, prioritize and evaluate
Be able to recognize and define different levels of performance
Use both a subjective and a numeric scale to compare and contrast performance
Use the Continuous Performance Improvement Goals process to schedule, motivate and track improvement in specific areas
Use a comprehensive evaluation rating scale that includes example behaviors for each level of performance

Course Length: Two days

[Home Page][Guest Services][Products & Services][Web Based Training]
[Sales Training][Sales Management Training][Customer Service Training][Sales Productivity Tools]