PROFESSIONAL PATTERNS OF EXCELLENCE FOR SALES MANAGERS COURSE OVERVIEW
OVERVIEW OF THE PROGRAM WHY PPE? Kinder Brothers International has created a comprehensive training series that provides Sales Managers with the knowledge, attitude, skills and habits to achieve excellence in their leadership role. This role has a wide array of responsibilities. It can be challenging to stay focused on the high priority items. Continuing our tradition of building confidence through competence, Professional Patterns of Excellence (PPE) will show Sales Managers the why and the how behind the critical functions and skills of their job. They will be better prepared to achieve excellence in every area of their role of developing people to be top producers. The PPE is for Sales and Unit Managers at any experience level, whether a brand new manager in the industry or an established manager with a need to refresh and rekindle the core fundamentals of building a sales team. Page 2
OVERVIEW OF THE PROGRAM Sales Managers Will Master These Critical Functions + Skills Understand and Embrace the Role of a Sales Manager How to Conduct an Effective Goal Setting and Action Planning Session with Agents How to Recruit Winners and Get Them off to a Fast Start How to Educate Agents How to Train for Maximum Impact How to Improve Production and Develop People during Performance Accountability Sessions Trainer s Guide Comprehensive including all script and activities to facilitate training Assessments and tools for measuring critical skill proficiencies Skill practices Pre-class, in-class and post-class assignments to ensure concepts and skills are not only understood but implemented in real-world situations Training would occur over an extended period of time Training will systematically focus on a topic, including the knowledge, attitude, skills and habits for that critical function KEY TRAINING PIECES Participant s Workbook A guide through the course for Sales Managers including the knowledge, attitude builders, skill builders, and habit builders necessary for excellence in critical functions Page 3
OUTLINE OF PPE SESSIONS FOR SALES MANAGERS SESSION OVERVIEWS 1 2 3 Successful Managing Definition of Management and Leadership Sales Manager Roles Common Success Traits Demonstrate the mindset of a successful Sales Manager Identifying green time activities for the Sales Manager Inspired Planning Communicating the vision/mission statement Participate in a planning session for a Sales Manager Teach agents how to plan for desired results How to gain a responsible commitment from agents Building a High-performing Team Why recruiting is the number one job Using the Recruiting Diamond Picture Develop a profile Know who succeeds in the agency Know your recruiting number Using The Recruiting Diamond Locate Searching Sources Strategy for Developing Interest Quickly How to Build Your Reservoir Using The Recruiting Diamond Compare How to Evaluate Using the Six Vitals How to Evaluate Other Factors Evaluation Tools and how to Implement Them Improve your Judgment Improve Your Recruiting Using the Recruiting Process Effectively Initial Interview Objectives, Tools to use and Script Second Interview Objectives, Tools to use and Script 4 Implementing a Winning Start Benefits of a Fast Start Fast Start Strategies Commitment Interview How to use as the launching point for a fast start Script Page 4
OUTLINE OF PPE SESSIONS FOR SALES MANAGERS 5 6 7 Establish Working Right Understanding the difference between educating and training How you build confidence through competence Educating agents on prospecting How agents put in a good day s work Equipping agents to build good habits Train and Develop The Training Goal KASH Using a set selling system How to teach agents the set selling system Conducting joint field work with agents Demonstrate the sales process Observe agents using the sales process Skill builder activities for teaching and coaching Performance Accountability Understanding which is most important - what you monitor or what you measure? How you monitor attitudes, skills and habits Using the production triangle How you develop winners Monitoring activities How you measure activity and results Understanding and Using the Performance Improvement Formula How to improve the agents market score, effectiveness score and activity scores Show agents how to make a dramatic production increase Making the most of your weekly Performance Evaluation and Planning Sessions SESSION OVERVIEWS Page 5
PROFESSIONAL PATTERNS OF EXCELLENCE FOR SALES MANAGERS David Smith President DSmith@KinderBrothers.com Bill Moore Senior Vice President & Senior Consultant WMoore@KinderBrothers.com Cheryl Ong Senior Consultant - Asia Pacific CherylOng@KinderBrothers.com Lu Ann Butler Director of Curriculum Development LAButler@KinderBrothers.com BROUGHT TO YOU BY: KINDER BROTHERS KINDERBROTHERS 17110 Dallas Parkway, Suite 220 Dallas, TX 75248 USA 1-972-380-0747 www.kinderbrothers.com