Five Core Skills for a Sales Team Leader
Target group
The training welcomes experienced managers who are already seasoned in leadership but wish to refine their existing skills to achieve better results. It is also open to new managers and those about to step into management roles, who will benefit from acquiring essential leadership skills through the training.
Objectives
The training helps each participant to discover simple tools to become an effective sales team leader; view leadership as a means of supporting team members in achieving professional success; balance various management activities and reduce the proportion of time spent in a “firefighter” role, and convince their team more easily (e.g., about the right work methods or necessary workload) through discussion and idea-pitching).
Topics covered
- Skill Number 1: The Leader’s Readiness to Engage in Core Activities
- Skill Number 2: Creating a Successful Sales Team
- Skill Number 3: Managing Situations
- Skill Number 4: Idea-Pitching
- Skill Number 5: Conflict Resolution
My various roles as a leader
What can I control in my activities as a leader?
What is beyond my control and how to handle it?
The leader as a role model
What constitutes a sales team and its key characteristics?
What are the goals of a sales team and why are they important?
The importance and opportunities of agreements and feedback
What constitutes effective feedback and how to provide it?
Practical feedback exercises among participants
The importance of relationships and trust within the team
Different readiness levels of employees and what influences them – motivation and experience
Various management approaches for leaders – delegative vs. directive
Selecting and adapting the management style to suit each individual employee
What is idea-pitching and why is it necessary?
What are the main reasons for failed idea-pitches?
Are objections generally good or bad?
The process of idea-pitching
Explaining the need, finding a solution and demonstrating the benefits of the outcome
What is a conflict and why does it occur?
Responding to conflict and different resolution styles
A 5-step module for effectively managing conflicts
How to handle your emotions in a conflict situation
What you will learn?
- How to gain control over your activities as a sales team leader
- Skills to achieve results through your team members
- A positive impetus to continue implementing changes in your leadership activities
- Strategies to enhance your effectiveness in your leadership role
