CUSTOMISED IN-COMPANY TRAINING & CONSULTANCY

METHODOLOGY

Custom sales management programs are an extremely effective
way to improve your sales teams’ performance for the long term.
Different from off-the-shelf programs, these tailored programs
can include from 5 - 30 days of training sessions and the
programs can last from three months to several years. Each
client custom tailored program follows the following six steps to
ensure your objectives are met and your expectations are
exceeded.

Step 1:
Research Phase. Tim Connor meets with employees and
management to discuss challenges, needs, opportunities,
objectives, organization strengths and weaknesses and program
strategies and logistics. He will also conduct extensive research
on the organization’s culture, communication style, management
style and sales marketing performance.

Step 2:
Tim Connor meets with the client to compare his research findings with the key decision makers to discuss congruence with what he has learnt and management’s perceptions of their needs and challenges.

Step 3:
The client selects the topics to be covered from the following list
and the depth of coverage desired. There are 3 choices for topic
coverage:

• Topic Overview : 1-2 hours per topic
• Topic Understanding : 2-4 hours per topic
• Topic Integration and application : 4-8 hours per topic

Therefore each of the following topics can be an hour keynote, a
half day workshop, a full day or more training solution. This
process permits the client to determine the overall program length and its focus.

Step 4:
Once the topics and their coverage have been determined, the
client now selects the reinforcement materials and services to be
used during the program. These can include any combination
of books, manuals, audio materials, coaching, pre and post
program assessments, manuals and workbooks.

Step 5:
The training schedule is set and the program begins.

Step 6:
Periodic review sessions with management to ensure the
program is on track with its original objectives and topic coverage.






   
 


TIM CONNOR’S FLAGSHIP PROGRAMS

Avoiding Corporate Disconnect
One of the major challenges facing organizations today is the ability to bring bottom-up customer and market reality into top-down sales leadership, decisions, vision and corporate direction.

Basic Sales Management Skills For New Sales Managers
New sales managers can either get off on the right foot or the wrong one. In either case their management styles and effectiveness will be etched in stone before you know it.Teach them early what type of managers and leaders you want them to be.

Managing Conflict
Conflict in sales relationships is normal. The key to effective conflict resolution is maintaining an atmosphere of trust and respect

Pro-Active Sales Coaching And Training
You get the behavior you reward. If you don’t like the behavior you are getting from a sales employee or sales team stop looking at the behavior, look instead at the direct or indirect reward system that is in place.

Strategic Sales Planning Techniques
If you don’t know where you are going or why or how or when I’ll guarantee you won‘t end up where you want to.

Conducting Effective Sales Meetings
The number one time waster for managers and employees is poorly run sales meetings. Most are too long, too redundant or just unnecessary .

Putting Fun Back In The Business
People who enjoy coming to work tend to work smarter, harder and with more motivation and passion. Is your organization a ‘fun’ place to work?

Giving Successful Employee Reviews
If you are not routinely reviewing your sales team members with a systematic process that helps them grow and gives you the sales manager bottom up feed -back as well, you are missing valuable coaching opportunities.

Managing Sales Employee’s Tension Level To Ensure
Peak Performance
Change is normal. People often resist change.This resistance can cause short and long term negative consequences. Sales managers need to learn to understand and manage the tension in the organization and individual employee relationships.

Effective Sales Planning
Poor sales planning skills is the number one area where most managers fall short. As a result they face repeated problems, crisis management culture or wasted corporate resources of time, money and people.



  



 

The Leadership Company Pte Ltd, 20 Maxwell Road, #04-02G, Maxwell House, Singapore 069113
T (65) 6238 5860 F (65) 6252 8500 www.leadership.sg training@leadership.sg
Business Registration Number: 200403875C

 
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