Human resource studies indicate that the average CEO in America spends at least 50% of his/her time dealing with "people" issues - obviously, there is more to management than just telling people what to do!

This program addresses issues of communication and leadership in a managerial role, and identifies a systematic, effective process for leading, managing and motivating a sales team.

Common management challenges will also be discussed, as will ideas on setting standards and policies, dealing with conflict, human relations, compensation plans, and developing a management system. In addition, we will examine theories of employee-needs, present case studies, and share information gathered in our national sales management survey.

1. Session 1 - Leadership
   Includes examples and excerpts from many sources relative to successful leadership philosophies and techniques. Common management challenges will be discussed and operational solutions (from a leadership perspective) will be identified. Portions of our "Creative Thinking & Innovation" and "Consultative Approach" workshops will also be incorporated into this session, as will practical examples relative to execution.
2. Session 2 - Communication I
   Material from our "Business Communication" workshop along with a study of how consistent, concise, and diplomatic communication is a vital component of successful management. We will identify common pitfalls, the importance of consistency, why listening is key, an expectation chart, and present a three-pronged "formula" for successful communication.
3. Session 3 - Communication II
   This session consists of a presentation of our "Business Meetings That Work" workshop along with information on effective timing, feedback mechanisms, and the importance of follow-through. We will also explore how communication fits into a total "management system," and present a structured approach to keeping your staff appropriately informed and productive.
4. Session 4 - Human Relations
   Issues of effectively establishing and enforcing policies, procedures, and standards, along with conducting performance reviews, recognizing employee-needs, dealing with conflict, and portions of our "Recruiting Spiral" workshop will all be covered in this session.
5. Session 5 - Goal Achievement & Improvement
   This session will cover the basics of providing education, support, and motivation to the sales staff, and of developing and maintaining the proper focus.
6. Session 6 - Case Studies & System Development
   The training program concludes with real case studies and the formation of an appropriate management system (live and remote), which includes a review of time management, feedback mechanisms, and work processes.