Motivating and Coaching Your Sales Team: The Tools for Success Seminar # 5239

Have you fallen into “reactive mode” with your sales force?

Today, sales managers need the right coaching and motivational tools to improve their sales teams’ competencies and overall skill sets. A proactive sales manager can increase the chances of team success by developing awareness of each individual’s needs and drivers before the sales call. Now discover an in-depth, strategic approach to sales force success that’s not covered in conventional sales management courses.

How You Will Benefit

• Use the Personality Matrix to better understand your coaching style—and learn how to make yourself a more valuable mentor to your team.
• Enable your salespeople to achieve their full selling potential.
• Build a confident and competitive sales team.
• Leverage reward and recognition programs for maximum performance results.
• Learn to use specific motivational tools based on individual needs and drivers . 

What You Will Cover

• Creating a mutually defined sales culture
• Differentiating between strategic management and tacticalcoaching
• Identifying five characteristics of a successful coach
• Identifying the steps of your organization’s sales process and how to assess your team’s progress throughout the sales cycle
• Recognizing each team member’s personality style, and determining whether their personalities are aligned with the needs of their jobs, or whether they need to be coached to meet those needs
• Motivating your team through effective communication
• Differentiating between leadership and management
• Identifying A, B and C players and how to make necessary adjustments in the effort you spend in coaching them
• Developing individual and team activities to foster a strong sales culture
• Describing how to leverage reward programs and group dynamics 
• Examining key course tools as they apply to a relevant case study
   

Who Should Attend

Vice presidents and directors of sales, sales managers, sales coaches, sales trainers and general managers.

Additional Information

• Extended Seminar Description
• Faculty Info
• Seminar Hours
• Travel and Accommodations
• Cancellation Policy
• Federal Government Employee Discounts
• On-Site Delivery

Registration Fee

2 days / 1.2 CEUs
Nonmembers $1,995 / AMA Members $1,795 / GSA $1,537

Schedule

We have 1 scheduled session located nationwide starting between December 4, 2008 and December 4, 2008.

• Call 1-877-566-9441 for an AMA Training Consultant.
• E-mail customerservice@amanet.org
• Fax AMA Text Registration Form
• Mail AMA Text Registration Form