World Class Sales Leadership
Thursday, May 11 2017 09:00am
Coaching for high performance.
The sales manager’s role is difficult regardless of whether you’ve always sought a leadership role or were given one after consistent over-achievement as an individual producer. One of the biggest hurdles a manager faces is coaching their sales team through challenges and towards success. Coaching is not a natural skill, but like any skill, it can be learned and practiced.
We developed this one-day program to provide the tools necessary for today’s sales managers to effectively coach their sales teams. The program interweaves anecdotal evidence and the latest research around sales management to focus on how you, as a manager, can bring growth to your team. All participants will leave the program with actionable tools and a customized road map to improve their coaching.
• One-day program
• Delivered in person
• Thursday, May 11, 2017
• 9:00 a.m. – 4:00 p.m.
• Breakfast and lunch are included
• $250/per seat until March 31st
• $300/per seat after March 31st
• Group discounts available on 5 seats or more
• Market trends and sales leaders of the future
• Coaching the mind, body, and soul of sales teams
• The coaching process
• Coaching for knowledge development
• Coaching for high engagement
• Coaching for capability development
• Coaching for high performance
• Putting it all together – tools and roadmaps for coaching
Key Individual Benefits
• Understand how the sales leaders of the future must evolve
• Identify your personal coaching strengths and challenges
• Develop a personal coaching process
• Build the abilities necessary to drive success within your teams
Key Organizational Benefits
• Transform sales leaders’ abilities to coach team members
• Equip sales managers with tools to effectively navigate giving feedback
• Provide a unique professional development opportunity to sales leaders
• Encourage leadership self-discovery for continued growth
Program Instructor: Dr. Nick Panagopoulos
Nick is an award-winning author, professor, and consultant working in the areas of selling, sales management, and strategy. He has 17 years of experience in consulting and training with a large number of organizations in the US, Latin America, Asia, and EU, including many Fortune 500 companies.
He has contributed to 30 articles in scientific journals including the Journal of Organizational Behavior, International Journal of Research in Marketing, Journal of Personal Selling & Sales Management, Industrial Marketing Management, Journal of Business Ethics, Journal of Business Research, International Journal of Human Resource Management, as well as over 40 articles in the proceedings of international conferences. He was a contributing author to a book on sales management in addition to being sole author of the book “Sales technology: making the most of your investment.”
Nick has participated in invitation-only conferences at Harvard, Wharton, and Columbia and has been invited to present his work at many universities while working with graduate and undergraduate students from all over the world.