Smart Managing

Improve the skills of sales managers in Hiring, Coaching, and Performance Appraisal

Hire, Coach, and Evaluate Sales People

Objective

Improve the skills of sales managers in hiring, coaching, and performance appraisal.

Course Synopsis

The course is a proactive learning experience designed to help managers be more effective. Attendees learn and apply methods of Hiring, Coaching, and Evaluating. The forum-like atmosphere lends itself to highly-interactive workshops, with the managers learning from one another and the instructors. Candid conversations about real-world challenges are a highlight.

Topics Covered

Hiring
	A quantifiable model for the hiring process is introduced and explained. In the workshop, the model is adapted to fit existing perimeters. Each manager interviews applicants for a hypothetical job. Attendees review resumes, plan the interview, and justify their selections. Getting behind the interview face is stressed, as is the concept of finding the right fit between employer and employee.

Coaching
	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.

Performance Appraisals
	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.

Program Length

2 days of Experiential Training

Class Size

Minimum of 6 and maximum of 24 participants. Student to Instructor Ratio = 4 to 1

Structure

Theory	4.75 hours
Interactive Workshops	9.00 hours
Personal Feedback	3.00 hours

Total Instruction:	16.75 hours

Course Agenda

First Day


	8:00	-	8:45	Introduction
	8:45	-	9:30	Behavior Style Method and Recognition
	9:30	-	10:00	Managing Via Style
	10:00	-	10:15	Break
	10:15	-	11:00	Evaluation Success Plan
	11:00	-	11:30	Preparing the Evaluation
	11:30	-	12:30	Presenting the Evaluation
	12:30	-	1:30	Lunch
	1:30	-	2:00	Introduction to Coaching
	2:00	-	2:45	Coaching Success Plan
	2:45	-	3:30	Coaching Workshop and Call Simulation
	3:30	-	4:00	Break and Coaching Preparation
	4:00	-	5:30	Coaching (Video Recorded)
	5:30	-	5:45	Summary of First Day

Second Day


	8:00	-	9:30	Managing Today
	9:30	-	10:15	Career Development
	10:15	-	10:45	Break
	10:45	-	11:30	The Legal Interview
	11:30	-	12:00	Hiring Success Plan
	12:00	-	1:00	Lunch and First Interview Preparation
	1:00	-	2:00	First Applicant Interview and Review
	2:00	-	2:45	Second Application Interview Preparation
	2:45	-	4:00	Second Applicant Interview (Video Recorded)
	4:00	-	4:15	Interview Workshop
	4:15	-	5:00	Second Applicant Review
	5:00	-	5:15	Summary

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