The manager coach
- Understand the role and impact of a coach on your sales team;
- Learn to be creative during every management intervention;
- Establish clear and objective expectations for your team and prepare the formal evaluation process;
- Specify which responsibilities should be carried out by members of your team and learn to delegate;
- Identify possible complicated situations and be ready to avoid them or react in the best possible way to each of them;
- Conduct rigorous, efficient follow-ups on your employees.
The art of the interview
- Learn the steps involved in preparing for a meeting to select a new employee;
- Build your own evaluation chart based on expectations and profile of the ideal candidate for the job, and specify non-negotiable requirements;
- Determine potential problems that might arise during the interview
- Be ready to question the candidate: reassuring introduction, relevant questions to get the candidate talking, and follow-up questions;
- Understand the rules of active listening and be able to decipher non-verbal language.
Building team spirit
- Understand the importance of each team member’s role in offering exceptional service;
- Be aware of your co-workers’ expectations and possible sources of frustration;
- Determine a code of ethics specific to your team in terms of attitude and client service;
- Develop an “external clients” and “internal clients” action plan which will provide improved client service and a better workplace atmosphere.
Effective sales meetings
- Review your management style using situations specific to your work environment;
- Organize your meetings efficiently and contribute to continuing professional development;
- Understand the importance and the organization of each meeting type: individual, weekly team meeting, quarterly;
- Determine the code of ethics to be used during team meetings;
- Learn how to prepare for each meeting and how to have all participants prepare for each meeting.