Knowing yourself to become a better manager
- Self-diagnosis: Defining your management style. Thinking about your business. Developing your leadership.
Exercise
Self-diagnosis and writing the Managerial Action Plan.
Mastering management tools
- The keys to effective management.
- Promoting your team through Active Listening.
- Effective recruitment of salespeople.
Exercise
Intensive training in active listening.
Carrying out effective one-on-one interviews
- Conducting an interview to re-motivate a salesperson.
- Goal-based management.
- The individual action plan.
- The performance review: Techniques and methods.
Exercise
Intensive training in conducting interviews.
Knowing how to evaluate performance
- Ensuring that the skills acquired and the skills required are in line.
- Benchmarks for adapting your managerial style to each salesperson.
- Individual observation grid, group diagnostic grid.
Exercise
Each person builds the adapted individual observation grid.
Motivating salespeople more
- Analyzing each salesperson: Motivations, skills, and results achieved. Organizing and distributing motivating tasks.
- Developing team spirit.
Exercise
Checklist of more than thirty motivating actions.
Guidance in the field
- Developing a culture of coaching, tutoring, training, etc.
- Different types of visits. Duration. Frequency.
- Setting up evaluation grids and corrective actions.
Exercise
Simulating an assisted field call.
Knowing how to deal with conflict situations
- Dealing with de-motivation. Making unpopular decisions and communicating them.
Exercise
Intensive training in settling conflicts.
Setting up your operational plans
- Designing your Sales Action Plan (SAP).
- Organizing actions on a routine basis.
- Leading energizing team meetings. Preparing for a meeting. Managing different personalities.
Exercise
Each participant builds his or her SAP. Preparing a program of motivating meetings.
3d
- 21h00 
