| Day
1: 8:00-5:30
Awareness
Any improvement process
must first begin with an introspective look at the current mindset
and attributes that may be restricting maximum effectiveness.
- Introspection:
Evaluating Routines
- Leading
High Velocity Change
- The
"Why" and "How" to Become More Proactive
- The
Leadership Mindset for Better Decision Making
Return on Effort
Time is a limited resource.
Gain power in every hour.
- Defining
Effective Priorities
- "ROE"
Gap Analysis
- Managing
Information Flood
- "ROE"
Best Practices
- Tactical
Mapping: Defining Priorities, Strategies & Resources to Achieve
Business & Sales Objectives
Recruiting
and Selection
Building a high performance
sales organization begins by attracting and selecting high quality
salespeople.
- Candidate
Profiling
- Creative
Sourcing to Increase Candidate Flow
- Differentiating
Your Opportunity In a Competitive Environment
- The
Selection Process
- SELECT-QUEST:
Your new interviewing system/tool for Hiring Only "High Probability
of Success" Candidates
Performance
Coaching, Part 1
Coaching is the ability
to consistently demonstrate leadership competencies that accelerate
individual and team development.
- Converting
Organizational Expectations Into Performance Standards
- Consistently
Raise the "BAR"
- Sales Effectiveness
Assessment
- Partnering
for Success Coaching Model
|
Day
2: 8:00-4:00
Performance Coaching, Part 2
Continued from
previous day.
- Coaching
the Sales Process for More Consistent Results
- Key Performance
Indicators Dashboard
- Field Coaching
Techniques
- Counseling
- for when coaching doesn't work
Communication
& Retention
Effective communication
accelerates job satisfaction, career growth, employee loyalty, and
commitment to excellence by creating a culture that fosters greatness.
- Communication
Self Assessment
- Understanding
Motivation
- Energizing
Your Environment
- Recognizing
Achievements
Tactical
Map
Next level sales
leadership effectiveness is the ability to integrate and sustain
new management behaviors in your existing culture.
- Installing
Go Forward Commitments
- Tactical
Mapping: 100 Day Perspective
Leadership
Expect the best
from others only after expecting the best from yourself.
- Understanding
Leadership Competencies
- Defining
and Leveraging Strengths
- Identifying
"Overused" Strengths
- Identifying
Developmental Needs
- Identifying
Potential "Career Stallers"
- Creating
a Personal Leadership Plan
|
