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Hiring, Coaching and Evaluating Sales People
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Program Length |
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2.5 days of Experiential Training
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Class Size |
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Minimum of 6 and maximum 15 managers
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Objective |
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Improve the skills of sales managers in Hiring, Coaching, and Performance Appraisal |
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Structure |
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| Theory |
10.15 Hours
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| Workshops |
9.00 Hours
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| Personal Feedback |
3.00 Hours
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Total Instruction:
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22.15 Hours
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Topics Covered |
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Hiring
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A quantifiable model for the hiring process is introduced and explained. In the workshop, the model is adapted to fit existing perimeters. ‘Getting behind the interview face’ is stressed as is the concept of finding the ‘right fit’ between employer and employee. Each manager interviews applicants for a hypothetical job. Attendees review resumes, plan the interview and justify their selections.
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Coaching
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A documented coaching model is provided. In a workshop setting, managers customize the model for their real life circumstances. Each manager coaches three employees based on calls observed in the class.
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Performance Appraisals
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The entire performance appraisal process is addressed. Existing performance appraisal guidelines are considered and in a workshop, the model is modified for each manager, who evaluates an employee utilizing a realistic scenario.
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Course Synopsis |
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Prior to the course, each manager completes a self-assessment questionnaire – a personal report to improve effectiveness. Job functions such as interviewing, coaching, evaluating, cost control, forecasting, and goal setting are incorporated into the course. Attendees learn and apply methods of hiring, coaching, and evaluating. The managers learn from one another in interactive workshops. Throughout the course instructors provide personal feedback. During the feedback, candidates discuss their impressions of each manager. The course is a proactive learning experience designed to help managers be more effective. |
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Course Agenda |
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| First Day |
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1:00
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2:00
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Introduction |
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2:00
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4:00
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Customer Buying Styles - Method and Recognition |
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4:00
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4:15
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Break |
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4:15
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5:00
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Evaluation Basics |
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5:30
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5:30
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Preparing for Evaluation |
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5:30
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7:00
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Presenting the Evaluation |
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| Second Day |
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8:00
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8:45
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Managing Via Style |
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8:45
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10:00
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Managing Today |
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10:00
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10:15
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Break |
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10:15
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10:45
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Introduction to Coaching |
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10:45
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11:30
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Coaching and Ranking - The Method |
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11:30
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12:00
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Coaching Workshop |
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12:00
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1:00
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Lunch |
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1:00
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2:00
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Call Simulation |
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2:00
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3:45
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Coaching (Video Recorded) |
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3:45
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4:00
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Coaching Discussion |
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4:00
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4:15
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Break |
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4:15
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5:00
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Career Development |
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5:00
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5:30
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The Legal Interview |
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5:30
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6:30
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Hiring Success Plan |
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| Third Day |
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7:30
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8:30
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Breakfast - First Interview Strategy |
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8:30
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10:00
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First Applicant Interview and Review |
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10:00
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10:30
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Preparation for Second Applicant Interview |
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10:30
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12:00
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Second Applicant Interview (Video Recorded) |
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12:00
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1:00
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Lunch and Interview Workshop |
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1:00
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2:30
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Review of Second Applicant Interview |
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2:30
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2:45
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Course Summary |
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See our public course schedule for locations and dates.
For More Information On This Or Other Courses Contact Us
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Copyright ©2010 Sales Concepts, Inc. 610 Hembree Parkway, Suite 407, Roswell, GA 30076-3817 USA
678.624.9229 ~ info@salesconcepts.com ~ 800.229.2328
Sales Training Programs | Performance Improvement
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