supervisor in sales for the first time

From sales person to manager - what is changing?

• Different role requirements in sales and management.
• Redistribute priorities.
• Control your own "sales awareness".
• Develop role awareness and understanding.
• Dealing with the "colleagues".
• From the "rowing bench" to the "steering tiller".

Implementation in practice

• Redefining the work process.
• Setting priorities - the Eisenhower principle in leadership.
• Check your own communication.
• From "selling" to "leading".
• Establish communication and rapport with your own sales persons.
• The "inaugural speech".
• Individual discussions with employees.

The basics of motivation

• What drives you?
• What motivates your sales persons?
• Does the manager have to be THE motivator?
• Benefits and limitations of incentive systems.

Developing your own management style

• Which style suits me?
• What type of leader am I?

Managing office and field staff

• Recognize and record similarities and differences.
• Situational leadership of your sales teams.
• Employee classification - how much leadership does your employee need?

The first 100 days - what tactical mistakes should be avoided?

• Recognize and address difficult situations.
• Dealing with resistance and difficult employees.
• Dealing with criticism.