Management Training Seminars

By introducing our Management Training workshops to your staff we help ease the negative effect of change on both managerial and supervisory personnel. The change in job responsibilities, the change in personnel, job duties, and the rising challenge of developing subordinates are specific goals of our learning systems courses. We are highly successful at helping Managers and Supervisors learn and adapt to the necessary skills and proper behaviors to be successful at work as well as in their personal lives.

For more information on our management training classes please contact us.

As a part of our management training courses, Managers and Supervisors will learn how to:

• Minimize the chance of miscommunication by understanding what people are really saying, and why
• Deal with difficult people, manage tense situations, and resolve conflict
• Make use of proven active listening skills to improve your ability to gain helpful information
• Be able to facilitate, guide, and close discussions in one-on-one or group settings
• Improve understanding and communication by giving and receiving good feedback
• Use ideas submitted by a member of the team without causing other members to be defensive
• Develop a comprehensive team building strategy that improves productivity of the whole team
• Emphasize the value of working toward common goals without devaluing individual accomplishment
• Define and set up a method to track staff activities
• Be able to manage time and work assignments effectively
• Conduct team meetings that capture and hold the audience’s attention
• Interview and hire the right person for the right job
• Save time and work more effectively through the use of a clear time management plan
• Understand and comply with proper hiring and managing requirements
• Communicate effectively with both superiors, peers and subordinates
• Become effective coaches for their work team
• Conduct accurate and difficult performance appraisals

 

Management Training:
Sales Management Training - Is it Really Necessary?

Sales Management training is not as common as it used to be, as more and more organizations think the sales management should already know it all. However, lack of training is the root to most companies' bottom-line problems.

Sales management training is just as important, if not more than, salespeople training.

Top executive management is the leaders of the sales force and need to be constantly demonstrating the appropriate behaviors for their salespeople to follow. It is really a monkey see, monkey do situation.

Are your sales leaders demonstrating appropriate behaviors?

Do they have goals and a plan of action to accomplish those goals? Are they disciplined, motivated, energetic and enthusiastic? Are they the type of mentor that you would like to have? Are they going on prospecting calls with their sales executives, or even handling accounts on their own?

Are they debriefing after a prospecting visit and providing feedback / coaching? Are they investing in their team or are they investing their time in moving upwards in the organization?

Without proper training, sales management is not half as effective as they can be. However, like most training, for the training to be effective it also needs to be customized to organizational objectives; it needs and should be conducted on an ongoing basis with one on one coaching.

Sales Management training should include following a sales results system, and demonstrating that system with their salespeople on an ongoing basis. For example, if sales executive management is always telling their salespeople what to do, who owns the idea and who is committed to making it happen? Also, what is the salesperson going to do with the customer - tell them as well?

What if sales management training provided a system whereby sales reps would be engaged, come up with ideas, take ownership and make it happen. Then who is committed? Is that not the way you would want your salespeople to be with your prospects and customers - engaging and buying from you versus telling and selling where there is no ongoing relationship.

Most organizations provide sales training, which is great, particularly if it is ongoing, but they forget salespeople management in the process. It will help management to hire top producers, and then allow them to motivate, mentor, coach, delegate, obtain ownership and commitment, build high performing teams, run effective meetings and provide for ongoing training, creating more winners.

Sales management training is the foundation to ongoing sales results from selection, to coaching, training, rewarding and promoting. It is absolutely necessary!

Bob Urichuck: link

Subject: Management Training

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