Managing the Sales Team – Stage Two
Learning Objective
To learn and practice the skills required to improve productivity in the Sales team through performance measurement, coaching and performance feedback meetings (appraisals), within a customer service, ‘developing the individual’ focus.
Target Audience
Sales Supervisors, new Sales/Line Managers or as a modern refresher for existing Sales/Line Managers.
Content
- Team Dynamics
- Coaching & Field visits
- Incentives/Remuneration
- Solving Work Problems
- Performance Feedback
- Legislation
Team dynamics, characteristics of effective teams, team roles, stages of development. Coaching/ training, field visits purpose & format, incentives and remuneration packages. Measurement and reporting systems, Performance Feedback Meetings, conflict resolution, solving performance problems. Legislation (ECA, Privacy and Human Rights) as relates to Performance Feedback Meetings, equity/EEO issues, and performance-related disciplinary issues.
Length: 2 full days
Format: Interactive workshop, team role-plays
Optimum number of participants/facilitator: 15
