Accountable Sales Management - 1 day

Accountable Sales Management
Summary
To face the VACU world, an organization must increase its agility to improve the customer satisfaction, to gain the competitive advantage. To reach the objective, the organization must enhance the learning capability.
This training program provide the essentials of capability for the modern sales manager. As we know the successful sales representative is not necessary to be a good sales manager, this program will provide the critical capabilities between sales representative and sales manager.
Learning Process
In the program, there will have different activities to help participants to learn the following topics:
The choice of accountability
The stages of team development
The flexible leadership skills
Motivate with goal communication
《Accountable Sales Management》
Module
Outlines
Time (m)
Activity
Introduction
Opening by host
Ice breaking
Ground rules
Overview of the program
Activity: What is the challenge?
30
Lecture
Demo
Group discussion
Module 1:
The choice of accountability
Objective: to help participants to know the working is not only for corporate performance, all for personal growth
Definition of accountability
The challenges of accountable person
Activity: the true moment of accountability
Process of accountability
Activity: the scenarios of accountability behavior
120
Lecture
Demo
Group discussion
Module 2:
The stages of team development
Objective: There are different stages in the team development
Introduction of the 4 stages of team development
The difference leadership styles for each stage
Activity: to identify the current stage of own team, and conclude the action plan
60
Lecture
Demo
Group discussion
Module 3:
The flexible leadership skills
Objective: to identify the subordinate’s status quo, and apply the appropriate leadership skill
The categories of leadership skill
Instructive leadership skill
Supportive leadership skill
How to choose the appropriate skill to the selected subordinated
Activity: choose one subordinate, and plan the application of learned skill
90
Lecture
Demo
Group discussion
Role play
Module 4:
Motivate with goal communication
Objective: Money is only method to motivate employee, there are others
New perspective of Maslow law of needs
Intrinsic motivation
How to incentivize the intrinsic motivation
The motivational goal communication
Activity: choose one subordinate, and plan the application of learned skill
90
Lecture
Demo
Group discussion
Video
Role play
Total training time
= C6+C5+C4+C3+C2 \* MERGEFORMAT6:30Break time： 15 min per am/pm
Lunch hour：1 hour

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