Management

OBJECTIVES:

• 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.

OBJECTIVES:

• 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.

OBJECTIVES:

• 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.

OBJECTIVES:

• 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.