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Hiring, Coaching and Evaluating Sales People
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Program Length |
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Prog Length |
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 |
8.25 Hours
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| Workshops |
10.50 Hours
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| Personal Feedback |
3.00 Hours
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Total Instruction:
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21.75 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 hiring, coaching, performance appraisals, maximizing effectiveness of employees, managing in today’s world, forecasting and goal setting are incorporated into the course. The interactive workshop atmosphere encourages peer sharing by the managers. Instructors provide personal feedback throughout the course. The entire process is highly proactive and provides a learning experience designed to markedly improve the effectiveness of each manager in attendance. |
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Course Agenda |
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| First Day |
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8:00
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9:00
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Introduction |
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9:00
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10:00
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Style-Method & Recognition |
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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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11:00
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Managing via Style |
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11:00
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12:15
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Performance Appraisal Basics |
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12:15
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1:30
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Lunch |
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1:30
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2:00
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Preparing for Evaluation |
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2:00
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3:30
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Presenting the Evaluation |
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3:30
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3:45
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Break |
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3:45
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4:30
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Career Development |
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4:30
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5:00
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Introduction to Coaching |
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| Second Day |
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8:00
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9:15
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Coaching - Model& Application |
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9:15
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9:45
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Coaching Workshop |
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9:45
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10:00
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Break |
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10:00
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11:00
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Call Simulation |
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11:00
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12:30
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Coaching (Video Recorded) |
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12:30
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1:30
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Lunch |
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1:30
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3:00
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Managing Today |
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3:00
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3:15
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Break |
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3:15
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4:00
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Hiring Intro & Legal Interview |
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4:00
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5:00
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Hiring - The Model |
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5:00
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6:00
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Hiring - Workshop |
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| Third Day |
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8:00
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9:30
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First Applicant Interview and Review |
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9:30
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10:00
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Preparation for Second Interview |
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10:00
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11:45
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Second Applicant Interview (Video Recorded) |
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11:45
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12:30
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Lunch/Interview Workshop |
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12:30
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1:45
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Review of Second Applicant Interview |
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1:45
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2:00
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Course Summary |
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Copyright ©2009 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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