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Frontline managers are the greatest strength a sales organisation has to increase the performance of the sales force. Richardson Sales Performance’s customised approach to developing training programmes for sales managers offers topic focused enrichment content to increase performance and retention, and help sales managers maximise talent and resources. Below are descriptions of some of our popular enrichment content modules. Contact us to learn more about your customisation options.

Leading Effective Meetings

This module trains sales managers to change their sales team’s attitude toward sales meetings and create a forum with high participation and interaction.  Participants learn the critical success factors of an effective meeting and how to ensure productivity by inspiring accountability which drives results.

Remote Coaching

Overcoming the challenges of managing and developing team members across geographies and time zones without sustained face-to-face contact requires a specific skill set.  This training module provides a Remote Coaching Framework that uses much of the Developmental Coaching philosophy and process, and adds key discussion elements focused on performance metrics that lie at the core of remote coaching and relationship building.

Leading Virtual Teams

Technology has allowed teams to work efficiently in virtual environments, but it doesn’t mean the teams know how to work together. This module eases the challenges of leading, managing, and working in virtual teams, focusing on key obstacles such as managing people who have no direct reporting relationship to you, gaining attention from team members with other priorities, managing resistance, influencing independent members, overcoming cultural differences, and operating in an environment which constrains relationship building.

Coaching Problem Performers

This module trains sales managers to use Consequence Coaching. Unlike Developmental Sales Coaching where the guiding philosophy is “They talk first,” in Consequence Coaching the coach talks first and provides his or her perception of where things stand, the standards a salesperson is required to meet, what needs to happen, and the consequences of not doing so.

Motivating High Performers

Keeping high performers motivated to pursue continued success requires a unique praise model.  In this module sales managers are trained to use process and skill to provide high-impact praise that acknowledges the accomplishments of top performers, uses their accomplishments to motivate others on the team, and link rewards to behaviour.