Smart Managing

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

Hire, Coach, and Evaluate Sales People

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Objective

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

Course Synopsis

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 as well as from the instructors. Candid conversations about real-world challenges are a highlight. The course is a proactive learning experience designed to help managers be more effective.

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. 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.
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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