Target group

The training welcomes experienced managers who are already seasoned in leadership but wish to refine their existing skills to achieve better results. It is also open to new managers and those about to step into management roles, who will benefit from acquiring essential leadership skills through the training.

Objectives

The training helps each participant to discover simple tools to become an effective sales team leader; view leadership as a means of supporting team members in achieving professional success; balance various management activities and reduce the proportion of time spent in a “firefighter” role, and convince their team more easily (e.g., about the right work methods or necessary workload) through discussion and idea-pitching).

Topics covered

• Skill Number 1: The Leader’s Readiness to Engage in Core Activities

My various roles as a leader

What can I control in my activities as a leader?

What is beyond my control and how to handle it?

The leader as a role model

• Skill Number 2: Creating a Successful Sales Team

What constitutes a sales team and its key characteristics?

What are the goals of a sales team and why are they important?

The importance and opportunities of agreements and feedback

What constitutes effective feedback and how to provide it?

Practical feedback exercises among participants

The importance of relationships and trust within the team

• Skill Number 3: Managing Situations

Different readiness levels of employees and what influences them – motivation and experience

Various management approaches for leaders – delegative vs. directive

Selecting and adapting the management style to suit each individual employee

• Skill Number 4: Idea-Pitching

What is idea-pitching and why is it necessary?

What are the main reasons for failed idea-pitches?

Are objections generally good or bad?

The process of idea-pitching

Explaining the need, finding a solution and demonstrating the benefits of the outcome

• Skill Number 5: Conflict Resolution

What is a conflict and why does it occur?

Responding to conflict and different resolution styles

A 5-step module for effectively managing conflicts

How to handle your emotions in a conflict situation