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Specialists in Success since 1993
Business development & training solutions for science /
technology / healthcare & medical / engineering companies
Tel: 0044 (0)1425 552125
For Bookings and Enquiries call 0044 (0)1425 552125
Open Programmes
( 1 day)

Price: £395 + VAT
(35% discounted rate for extra delegates attending same session)

- Check Dates & Venues


Terms & Conditions
One-to-One Intensive
( 1 day)
Price: £575 + VAT






Terms & Conditions
In-House Customised
(1 day)
Minimum 2 delegates
Price: £375 + VAT
for 1st delegate plus £225 + VAT for subsequent delegates to a maximum fee of £1350.00
+ travel + VAT

Terms & Conditions
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Success in Management
Developing & Motivating the Sales Team
This One Day Programme is for sales managers who wish to develop and motivate their sales teams so that they can achieve their full potential whilst feeling good about themselves.

Skills development through coaching and mentoring requires advanced observation and communication skills or it can deteriorate into criticism and negativity.  Managers are shown how to remove emotion from the equation and achieve a balance so that their salespeople will welcome and act on the feedback.
PROGRAMME

Sales Team Development
- the role of the manager

Assessing Current Performance
- performance measurement
- benchmarking

Performance Coaching
- the benefits of coaching
- personal qualities required
- skills & knowledge which can be
     developed by coaching
- how learning takes place
-
coaching opportunities & alternative
      one-to-one development methods

- coaching vs counselling
- what can go wrong

Communication Skills
     for Performance Coaching
- types of questioning
- active listening
- use & interpretation of body
    language

Accompanied Visits
- accompanied call categories
- setting objectives for the day
- developing a positive atmosphere
- observation skills
- providing feedback
- addressing unsatisfactory
    performance

The "Ten Steps" to Successful
      Field Based Coaching

Sales Team Motivation
- what is motivation?
- what are the benefits?
- the role of the manager

What Motivates Salespeople?
- the "money myth"
- the need for recognition
- uses and abuses of internal
    competitions
- the fear factor

Demotivation
- common causes of demotivation
- recognising the symptoms
- finding common ground
- WIN/WIN solutions

Performance Improvement Plans