Being a Sales Manager is different than managing any other kind of team. Sales Managers aren't just responsible for ensuring that team members show up and work but responsible for ensuring that the company hits it's revenue targets. Sales is the life blood of the organization. Without sales the organization falls apart. Real Estate competition makes it tough to stay on top of everything on your to-do list, and most often, one-on-one coaching falls through the cracks.
DAY 1: TEAM ASSESSMENT AND SALES INTERVIEW
Develop a strong team by evaluating, training, and coaching them to drive results through the selling process
Plan and conduct market research to identify market trends
Conduct effective sales training meetings
Develop strategic sales plan to lead sales team to implement strategies
Deliver customer-focused sales presentations
Hire high-performing salespeople according to HR staffing guidelines
Manage the sales team to its full potential to reach sales targets
Plan and direct sales team training
Resolve customer complaints regarding sales and service
Setting SMART goals for business development
DAY 2: SALES PLANNING AND FORECASTING, TARGETING SETTING AND KPIS
Seasonality Management
Sales ForecastingMethods
Bottom-up sales forecast vs a top-down sales forecast
Setting individual and team quotas
Anticipating market trends
Incorporating changes
Monitoring competitors.
DAY 3: CORE SKILLS REQUIRED FOR MANAGING A TEAM
Management levels
Goal setting - S.M.A.R.T. Goals
Delegating effectively
Constructive confrontation skills
Performance appraisals that work
Saying ‘no’ skillfully
DAY 4: PEOPLE MANAGEMENT and CHANGE MANAGEMENT
DISC Profile analysis
Personality styles and traits
Attitudes and behavior
Perceptionin the workplace
Attributing causes to behavior
Types of workplace behavior
Individual characteristics that influence behavior
Sources of resistance to change
Preventing resistance and encouraging effectiveness in coping with change
Choosing a strategy to implement change
The steps in a successful change program
Communicating change by mastering the art of speaking as a change leader
DAY 5: CONFLICT RESOLUTION and MOTIVATION
Group Dynamics
Team Roles – A Self Perception Inventory
Team roles and complementarities Team formation and dynamics The basic motivational process
How do you rate on motivating?
Motivation techniques for greater commitment & output Team rewards
Creating energy in the team
Helpful hints for providing feedback and criticism
Learning Objectives
learned to make the transition from professional to leader by
Ensuring that you have all the core skills of effective management and leadership
Understanding what drives individual behavior and how to motivate and reward excellence
Truly understanding the culture of your organization
Exploring team dynamics and discovering your own preferred
Having a framework for implementing successful change programs