By using the TalkActive® methodology proactively, the workshop involves all people and resource managers (Sales Managers, Sales Directors, District Managers, etc.) providing them with the opportunity to share and solve issues related to area management.
Sales manager, from highest levels down, is increasingly a business professional. The need to make their own area a "profitable business" on top of the growing market and corporate complexity has deeply transformed the role in recent years.
But the focus on profitability, operating margin, reporting, and organizational aspects is only a part of activities and does not replace the activities on the field, next to salesmen.
How can we maintain the ability to concentrate on all these aspects, so different, yet so crucial? How can we manage all the activities, inside and outside the office, consistently with corporate expectations? How can we adapt our role to continuous organizational changes?
Sales Manager Effectiveness aim to help Sales Managers in this difficult task, supporting him in overcoming their resistances, in focusing on priorities, in execution skills, in the elaboration of an operational sales plan.
It is a workshop that, in an extremely active way, involves all sales managers (Sales Manager, Sales Director, Area Managers…), providing them the opportunity to solve the problems related to sales and area management in a structured way.
First and foremost the session aims to identify specific problems related to context, people, type of business.. and then to provide, in a shared and guided way, concrete and detailed answers that can be immediately transformed into action.
Facilitated workshops, extremely interactive, with the innovative methodology TalkActive® that takes participants to be protagonists of the session.
The structure is divided into three main areas:
AnalysisThe facilitator, who will always have a solid business background in Sales Management, systematically highlight the critical areas in the sales process through a series of structured and cogent questions, reflecting either of the subjective-emotional aspects than objective and context aspects.
BenchmarkThe group shares, in a guided way, the company's and market’s best practices in order to find the best answers.
ActionParticipants prepare a timed action plan with measurable KPI considering their specific situation and their need areas.
The workshop is fully customizable, both in structure and in content (e.g. specific business types or different maturity levels of sales force) and it is built in tight cooperation with Sales Management and HR Department.
It can be preceded by assessments models for the evaluation of potentials or performances on Sales and on Sales Management.
- Identification of specific areas of improvement in the sales management.
- Identifications of really feasible solutions in the specific company, market environment and with involved people.
- Construction of a highly operational action plan, timed and measured directly during the session.
- Acquisition of a better ability to analyze the business realities of company, market, team.
- Enhancement of previous training and development activities.