Management module I – The Team

Description

In this module we discuss fundamental concepts needed by the manager of a sales team, concepts also related to building, evaluating and developing a sales team.

Objective

For the managers at the beginning of their careers or for those who have not received professional guidance, we have created a complete picture of how to act in relationship with the team, important factors which should be taken into account in the recruitment and selection process, when creating the workplaces and also in the development of the team.
Stimulating the degree of involvement of the manager in the development of the team.
Demonstrating the fact that management is a complex activity that must not be reduced only to the evaluation of the sales results.

Addressing to

middle managers, team leaders.

Duration: 2 days

Topics

1. RECRUTMENT AND SELECTION
– Sources and methods of recruitment
– Methods of selecting and running the selection process
– Running the interview
– STAR question method
– Useful ideas for the interview
– Alarm signals
– Employment and integration of the new staff

2. JOB ANALYSIS
– The posts
– Components of job analysis

3. BUILDING THE TEAM
– 7 essential features of a team
– Attitude and behavior – methods of analyzing the influence on how the team members act and interact
– Training the team members – ways of training ( formal, on field or at work, self-instruction); the PESOD system for a more efficient training program
– Solving the problems of a team

4. EVALUATING THE TEAM
– The utility of the evaluation process
– Errors to be avoided when evaluating the team
– Evaluating the competence
– Evaluating the opportunities
– Evaluating objective achievement

5. DEVELOPING THE TEAM
– The culture of a successful team
– The evolution cycle of a team
– Development axis :” in team” or “ one to one”
– Feedback
– The solutions of the sales team