This full-day session focuses on managing performance in a sales context. You can’t manage what you can’t measure, but you need to identify the correct measures. Taking action and achieving objectives through others is key – this session will provide delegates with the opportunity to develop and practise these key skills.
This session could include:
What are they for individuals/managers/company and how do we implement them in a multi- site/multi function organisation?
- Diagnosing the causes behind poor performance
- Understand the issue
Is it Knowledge-Skill-Confidence-Motivation?
- Direct / Coach / Counsel / Performance Manage
Learning to categorise performers into High Achievers, Established Performers, Skilled but cautious and Lost learners.
- Introduce concept of PRO and GROW
Key tools to change attitudes and performance
- Exploring motivation
- Effective 121 observation and coaching
Including feedback, using in objectives and out objectives
- Types of visits