Managing the
Sales Team:
Stage 2
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Brookfield's
Motivational Factors for Adult Learning:
Participation in learning is Voluntary
Self-worth is recognisedFacilitation is Collaborative
Needs to be dynamic with much Activity
Should cause a spirit of Critical Reflection
The objective is self-directed and empowered people
"Give a man a fish and you feed him for a day. Teach him to fish and you feed him for life"
Team Dynamics
Coaching & Field visits
Incentives/Remuneration
Solving Work Problems
Performance Feedback
Legislation
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.
Sales Supervisors, new Sales/Line Managers or as a modern refresher for existing Sales/Line Managers.
Content:
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.
See stage 1
Length: Two full days.
Format: Workgroup interactive, team role-plays
Maximum number Participants/facilitator: 15
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1993-2004 Staff Training Associates Ltd
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Revised and updated 2004
Page updated 1st August 2004