Designed to help Sales Managers improve the performance of corporate sales representatives.
Includes 27 page workbook and Sales Manager's Productivity Toolkit.
Orientation The reinforcement cycle Understanding vs. action A protocol for intervention
Stimulation & Observation Timing: when to observe Anchoring feedback on behavior Performance observation tools
Measurement Sales activity tools Rewards
The payoff Oneonone meetings The performance analysis meeting One-on-one meeting protocol Action planner
Prospecting
Needs Analysis
Solutions Selling
Closing and Followup