Qualities of a successful sales manager– what is inborn and what is there to develop;
Three main roles of a head of a sales division: manager – administrator - seller. How to set the priorities and become a more efficient manager;
The ways to avoid performing the seller’s job. Coaching visits to customers. The most important principles and techniques;
Situational management. Choosing the most suitable management style for the sales team;
Recruiting the right people. The 3 minutes job interview, which you will easily master and be able to quickly recognize “winners” and avoid potential "losers”;
The ways to ensure quick seller’s adaptation on new job;
Setting goals with the help of coaching;
Auditing sales attempts. The ways to know whether your sellers’ team operates in full effect. The “Activeness – Direction – Efficiency” model;
The principal skill of a seller, which should be known to the manager: handling price negotiations effectively;
Control and feedback. When and how to provide feedback to motivate change in a person;
The bank of gold ideas.
