Sales Management and Leadership - Richardson Management Pty Ltd

Richardson Management Masthead

Sales Management and Leadership

In the knowledge and information age, sales managers need to be leaders and coaches not just organisers and controllers. There is a need to balance leadership with management, creativity with control and people with output. The information age executive needs to "create the how" by facilitating people and processes via enlightened 360 degree leadership with a strong customer orientation.

Emotional intelligence (EI) is at the heart of leadership, and effective managers understand that it is our EI as well as our IQ that will ultimately determine how successful we are in business. Listening, empathy, rapport, giving constructive feedback to modify behavior, positive attitude, optimism, conflict resolution, understanding personality styles (our own and others) even temperament, team spirit, trust, influencing, etc... need to be part of the modern day (information age) managers skills repertoire.

Our training programs meet the following sales management needs:

Leadership skills for the 21st century sales manager;

Sales Leadership Styles - natural style strengths and weaknesses;

Managing Gen X/Y sales people;

Influencing skills;

On the job coaching - coach the coach;

Profiling top salespeople;

Recruitment and selection of top sales people;

Motivating sales people;

Emotional Intelligence;

Incentives and bonuses;

Setting targets;

Establishing territories;

Team dynamics - how to build a great team;

Assessing an individuals sales person performance;

Giving effective performance reviews and feedback;

Developing training programs - train the trainer;

Presentation skills - public speaking;

Selling skills and how to coach team;

Key Account Management - strategies.