Based on the principles presented in the bestselling books, First, Break All the Rules and Discover Your Sales Strengths, the Strengths-Based Selling: 2.5-Day Sales Manager Academy is built on Gallup's 30 years of experience consulting with sales organizations to achieve improved performances. Sales managers develop coaching and managerial skills that will help them position their sales teams for long-term success.
Sales managers learn how to:
- Develop an understanding of their talents and strengths and gain insights for greater personal and professional effectiveness.
- Acquire strategies to increase their sales teams' performance and engagement levels.
- Discuss the Four Keys to Great Management and learn to "turn the keys" with each employee:
- Select for talent
- Define the right outcomes
- Focus on strengths
- Find the right fit
- Formulate a Four Keys Management Strategy that incorporates key aspects of managing a successful sales team, including:
- time management
- territory management
- strategic account planning and management
- forecasting
- building team engagement
- incentives and motivation
- building customer engagement
- identifying, recruiting, and interviewing top sales talent
Before attending Sales Manager Academy, salespeople complete the Clifton StrengthsFinder and an employee engagement survey; they also gain access to an e-learning course.
- The Clifton StrengthsFinder provides participants with insights into their greatest areas of talent.
- The e-learning course introduces participants to the basics of strengths theory and strengths-based development concepts.
- The Q 12 employee engagement report reveals how the sales manager's relationship style influences employee perceptions and engagement.
During the course, participants learn about their talents and strengths, gain insights for personal and professional development, and acquire strategies to increase their workgroup's performance and engagement through group instruction, personal one-on-one consulting, and small group interaction.
Gallup Consultants help sales managers continue the momentum and energy generated during the course by consulting with them again 6 months following the program. Together, they establish a follow-up plan to help sales managers track their progress as they develop, practice, and refine their Four Keys management strategy.
Course length: 2.5 days
Tuition: $4,000
Group sessions of Strengths-Based Selling: 2.5-Day Sales Manager Academy are offered at client meeting sites or sales conferences. Gallup University can also arrange a meeting site for your group. For more information about how we can arrange a session for your sales organization, contact Gallup University Enrollment and Admissions at 800-720-1640.
