 As a sales manager looking to get the best from each member of
your team, you have to inspire, motivate, manage
and encourage.
The Sales Management and Motivation
audio learning programme
outlines and explains the key elements of Psychology which are
relevant to managing a sales team, providing a range of methods and
techniques for interacting with employees on a daily basis and
leading them to results.
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Who will benefit from the training programme ?
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The 12 laws of
Sales Management and Motivation audio learning
programme was designed for new and
experienced Sales Managers who have to lead a team in modern, competitive companies.
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The Sales Management and Motivation programme includes:
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Combining a blend of structured,
professionally produced
audio content, a supporting
e-learning CD and
carry-everywhere cue-card (so you can refer back to
key-points just when you need to) the programme
provides key information to give sales managers a practical
understanding of the best methods and techniques for influencing their
sales-teams to achieve
their selling objectives.
The programme covers the following topics and concepts: |
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Module 1
 Management by Appreciation of Performance
- Psychology governing
appreciation of performance
Module 2
Management by Staff Assessment
- doing justice to each employee
- ways of forming opinions
-
behaviour / impression / expression
Module 3
Management by Delegation
- steps toward
individual initiative
- things to remember when delegating
- when delegating is never an option
Module 4
Management by Attribution
- believing in employee success
- behavioural causes for
bad performance
- external and internal
attribution
Module 5
Management as an Exchange Process
- observing the need for
justice
- how is praise experienced?
- the Theory of Exchange
Module 6
Management Through Teamwork
- encouraging
team spirit
- social psychology
- group affiliation and
performance
- productivity behaviour of
working groups
- group and individual
risk taking
- application in sales management
- creating company spirit
- praise and criticism in group situations
- unwritten laws of Groups
- recharging emotional barriers
- optimal numbers for teams
Module 7
Management by Motivation
- encouraging employees to believe in themselves
- appreciation and praise versus
financial gain
- results of the Hall Study (1,000 managers in different industries)
- the Hierarchy of Needs
(Maslow)
- Hygiene Theory (Herzberg)
- increasing satisfaction versus decreasing dissatisfaction
- praise and criticism in group situations
Module 8
Management through agreement on Objectives
- establishing
common goals
- when to set goals
- when and how to disseminate information
- who should set the goals
- the importance of Goals
- application in Sales Management
- general Goals
- specific Goals
- expectations and demands of the salesperson
- expectations and demands of the sales manager
- what to watch for during goal-setting meetings
Module 9
Management by Criticism
- paying attention to
employee self-esteem
- forms of praise and
criticism
- rules governing a
motivating critical discussion
- information aspect
- educational aspect
- motivation aspect
- social factors
- guidelines on giving criticism
Module 10
Management with Flexibility
- motivating
employees
- results of research into
management styles
- managers who are work-oriented
- managers who are people or employee-oriented
- flexibility of style
- The analytical style
- The driving style
- The infectious style
- The friendly style
- strategies for the sales manager to ensure flexibility
Module 11
Management by Example
- showing
employees what is expected
- charismatic management
- the mailbox test
- the effect of role
models
- application in sales
management
- external and internal pressure factors
- what to do following the wrong decisions
Module 12
Management by Understanding
- knowing,
understanding and interacting with employees
- typology of behaviour in organisations
- "climber" types
- "indifferent" types
- "ambivalent" types
- typology of professional behaviour
- the "careerists"
- the "spare-time orientists"
- the "alternatively-committed"
- different sales-types
- human nature
- application in sales
management
- different types of salespeople and ambitions
-
the average sales executive
-
the slow sales executive
-
the antagonistic salesperson
-
the senior sales executive
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The Sales
Management and Motivation programme includes:
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A
total of five CDs
The 12 Laws of Sales Management & Motivation audio learning programme
Audio learning programme Introductory Tips & Tricks CD
Just-in-time Sales
Management & Motivation cue-card
Sales Management &
Motivation e-learning CD-ROM
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Studio-produced audio learning content |
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A powerful set of audio CDs, created and structured by some of
the UK’s leading specialists in their fields provide essential
information, tips, methods and techniques for building
real-world skills. The modular approach allows you to “dip in
and out” of the materials and increase retention by learning
just a little bit at a time. Careful production then ensures
that you can pick-up from where you left off at any given time
just by going back to the beginning of any track.
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Supporting CD-ROM
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It’s well known
that you can only develop skills in the real-world by taking
what you’ve learned and applying it. The supporting CD-ROM
which comes with each programme ensures that you always
practice the right things. User-friendly on-screen materials
allow you to revisit key information whenever it’s convenient
to do so, ensuring that you build skills using information
which is fresh, rather than based on information you only
vaguely remember from a training course you attended
months/years ago.
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Just-in-time cue-cards
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It’s said that
practice makes perfect but this is only so if you practice
the right things. As a carry-everywhere
information-resource, your personal cue-card fits neatly
into a pocket to serve as a constant reminder of the methods
and techniques you’ll have
 covered
in the learning programme. Cue cards help you build reliable
skills that achieve results in the real-world because they
help you focus on doing the right things - just at the right
moment.
Click
here to
order this programme
Click here
for your FREE product information pack
£295+vat
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Programme
Code: SA-12L-SP. |
About Journey Learning
Journey Learning is the UK's leading consultancy for the development
and production of audio content for training and communication
purposes.
Benefits of Audio Learning
When compared with traditional training
methods, audio learning enables organisations to generate real
return on investment since
costs are lower, employee downtime is almost non-existent,
time availability for training is rarely an issue and the retention of information is significantly higher,
while training is repeatable, consistent and available
exactly when needed |
