Improve the skills of sales managers in Hiring, Coaching, Forecasting, and Performance Appraisal.
Job functions such as interviewing, coaching, evaluating, cost control, forecasting, and goal setting are incorporated into the course. Attendees learn and apply methods of hiring, coaching, and evaluating. The managers learn from one another in interactive workshops. Throughout the course instructors provide personal feedback. During the feedback, candidates discuss their impressions of each manager. The course is a proactive learning experience designed to help managers be more effective.
A quantifiable model for the hiring process is introduced and explained. In the workshop, the model is adapted to fit existing perimeters. “Getting behind the interview face” is stressed as is the concept of finding the “right fit” between employer and employee. Each manager interviews applicants for a hypothetical job. Attendees review resumes, plan the interview and justify their selections.
A documented coaching model is provided. In a workshop setting, managers customize the model for their real life circumstances. Each manager coaches three employees based on calls observed in the class.
The entire performance appraisal process is addressed. Existing performance appraisal guidelines are considered and in a workshop, the model is modified for each manager, who evaluates an employee utilizing a realistic scenario.
Methods to help your team create accurate forecasts, not subjective ones are discussed and applied in an interactive and engaging workshop-oriented format.