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Training Program Modules
INNOVEX Sales Management
- Management Fundamentals: Covers the definitions of management, leadership and the various roles and skills required for position success in people management. The module identifies and examines the functions of sales management and the optimal allocation of time to various management tasks.
- Leadership Skills: Discusses the characteristics of different leadership styles and how to apply these to work situations to achieve work tasks through group and individual leadership. Contents also include how to balance task, group and individual needs for effective leadership, how to develop individual responsibility and capability.
- Motivating Skills: Examines some of the traditional and more recent theories of motivation. The module develops the skills involved in fostering motivation, managing expectations and writing up action plans to maintain the sales manager's and their team's motivation.
- Managing Expectations: Covers the purposes and benefits of managing expectations, How is it done? The "does" and "don'ts" when managing expectations. The course includes opportunities for the delegates to undertake expectation management exercises and explore case studies. Business Planning: Includes but not limited to the "how to" of using various tools in assessing and planning business goals and objectives. Delegates are tasked with designing an effective business plan in a realistic business environment.
- Goal Setting For Sales Manager: Helps delegates to understand the sales manager's role in setting goals, the guidelines for goal setting, and to learn managing by objectives.
- Behavioural Flexibility Skills: Explains the distinction between values, feelings and behaviour. Delegates learn to understand and accept their dominant behavioural style, and practise how to flex their behaviour to respond successfully in managing staff interactions.
- Recruitment Interviews: Focuses on competence-based interviewing techniques by discussing the concept, purpose, structure and process of successful interviews. Contents include how to prepare and conduct interviews effectively to select the right employees.
- Efforts-Result Analysis: Helps delegates to understand and accept the concept of the relationship between efforts and results. Trainees then move on to learn the most effective approaches to maximise the impact of their various activities in driving productivity.
- Performance Management: Discusses the concept of performance management and identifies what constitutes good performance. The module addresses managing sub-standard performance using performance management tools.
- Leading Sales Meetings: Encourages understanding and acceptance of a structured approach in leading meetings effectively. Managers learn to identify and respond their role as a meeting chairperson - to deal with the different behaviours displayed at meetings to improve the attitude, knowledge and skills of team members.
- Report Writing: Examines the importance and appropriate structure and content of well constructed reports. Provides best practices in crafting future oriented reports that encourage effective action.
- Sales Manager As Trainer: Outlines the key training role of a sales manager. Delegates are encouraged to understand how staff learn and when to apply training interventions. The course includes workshops to develop skills in designing and developing in-field training programs.
- Field Coaching: Addresses the importance of field coaching, and its distinction from training and counselling. Delegates learn what to do during joint visits/field reviews, and how to assess sales representative's performance objectively. The module develops critical field-coaching skills through role-plays and workshops.
- Counselling Skills: Managers learn the purpose and benefits of counselling and its distinction from disciplinary interviews. Employs a 4-step process to counsel sales representatives using realistic scenarios.
- Handling Conflict: Discusses the causes of conflict and why they occur. Managers learn how to identify "fight" and "flight" behaviours and practise responding to these behaviours in order to resolve conflicts effectively.
- Presentation Skills: Helps delegates learn the who, why, where and what of effective presentations. How to structure a presentation, how to control nerves and use "body language" effectively. When to use various visual aids, and how to act as a "chairperson".
- Time & Territory Management: Discusses the process of designing, planning and managing sales territories based on sales potential, sales force and financial resources. The module explains how to prioritise time allocation, plan and develop a workable territory plan.
- Key Account Management: Focuses on how to define the key accounts in business situations. Employs a series of systematic methods to prioritise, plan and manage key accounts.
- Negotiation Skills: Examines the characteristics of a good and bad negotiator. Trainees learn how to understand, accept and recognise different negotiation styles, and practise using a 7-step approach to respond appropriately to different types of negotiators.
- Train-The Trainer: Is offered in 20 modules, including the proven "Innovex Selling Skills" program, to equip sales managers to Prepare, Deliver, Improve and Excel in Sales Management. Leader's Guide and Participants' Workbooks will be provided with provision for licensing intellectual property rights.
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