Smart Managing

 

Hire, Coach, and Evaluate Sales People

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Objective

Improve the skills of sales managers in Hiring, Coaching, Forecasting, and Performance Appraisal.

Course Synopsis

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.

Topics Covered
Hiring
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.
Coaching
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.
Performance Appraisals
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.
Forecasting
Methods to help your team create accurate forecasts, not subjective ones are discussed and applied in an interactive and engaging workshop-oriented format.
Program Length
2.5 days of Experiential Training
Class Size
Minimum of 6 and maximum of 24 participants. Student to Instructor Ratio = 4 to 1
Structure
Theory
10.25 hours
Interactive Workshops
9.00 hours
Personal Feedback
3.00 hours

Total Instruction:
22.50 hours
Course Agenda
First Day

8:00
8:45
Introduction
8:45
9:30
Behavior Style Method & Recognition
9:30
10:00
Managing by Style
10:00
10:15
Break
10:15
11:00
Evaluation Success Plan
11:00
11:30
Preparing the Evaluation
11:30
12:30
Presenting the Evaluation
12:30
1:30
Lunch
1:30
2:00
Introduction to Coaching
2:00
2:45
Coaching Success Plan
2:45
3:30
Coaching Workshop & Call Simulation
3:30
4:00
Break & Coaching Preparation
4:00
5:30
Coaching (Video Recorded)
5:30
5:45
Summary of First Day
Second Day

8:00
9:30
Managing Today
9:30
10:15
Career Development
10:15
10:30
Break
10:30
11:00
The Legal Interview
11:00
12:00
Hiring Success Plan
12:00
1:15
Lunch & First Interview Preparation
1:15
2:15
First Applicant Interview & Review
2:15
2:45
Prepare for Second Interview
2:45
4:00
Second Applicant Interview
4:00
4:30
Interview Workshop
4:30
5:15
Second Applicant Review
5:15
5:30
Summary
Third Day

8:00
8:30
Introduction to Forecasting
8:30
9:00
How do you Forecast?
9:00
10:30
Developing A Chronological Method to Win Business
10:30
11:30
Assigning and Quantifying Percentages For a Forecast
11:30
12:30
Forecasting Workshop
12:30
12:45
Course Summary

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