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Top Tier Training & Development Inc. | Seattle, WA
 

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Sandler Management Training and Development Program

Develop and refine management and supervisory skills training to strengthen the present and build for the future.

Elevate your Management & Leadership Skills

Effectively Manage Your Team

3 sessions to choose from to build, increase, motivate and lead your salespeople to the TOP TIER!

Sessions include Leadership, Communication & Performance and Recruiting & Hiring

Leadership Curriculum

  • Leadership and Supervising

    • Identify how the supervisory role interrelates with other major management roles.
    • Learn the steps for reviewing individual performance.
    • Learn to interpret performance tracking information and how to apply it to appropriate behaviors and actions.
    • Learn how to explain your role in developing and reviewing action steps to enhance performance.
    • Learn to provide feedback in an appropriate and effective manner.
  • Leadership and Coaching

    • Learn the mindset necessary to provide effective coaching.
    • Learn the purpose and objectives of coaching.
    • Learn the process and requirements for providing effective coaching.
    • Learn how to demonstrate the application of specific coaching skills.
  • Leadership and Training

    • Learn to identify various areas for training and improvement.
    • Identify the purpose of effective training in your organization.
    • Learn to identify your role in the systematic training and reinforcement process.
    • Develop a training program incorporating the Training Effectiveness elements.

Communication & Performance Curriculum

  • Understanding Your People: I/R, TA and DISC
    • Learn and explain the importance of understanding the people on the team.
    • Be able to describe basic concepts of the I/R Theory (I/R), Transactional Analysis (TA), and DISC Behavioral Styles.
    • Understand the manager's role in applying I/R, TA, and DISC to maximize communication, employee development, and productivity
  • Maximizing Personal Performance: Time Management and Delegation
    • Identify typical time wasters that reduce your overall management effectiveness
    • Discuss and develop a matrix of work tasks/activities as accomplished in a specific time frame.
    • Learn a variety of techniques for managing time effectively.
    • Define skills involved in delegation and develop a matrix of work tasks/activities to facilitate delegation.
  • Staging Effective Sales Meetings
    • Learn to identify and describe the steps of the sales meeting process.
    • Learn and describe the steps to creating a meaningful meeting agenda.
    • Learn to describe the manager's role in conducting an effective sales meeting.
    • Learn the importance of following up after the sales meeting to avoid pitfalls of not checking in.
  • Performance Evaluation
    • Learn a systematic approach to performance evaluation and termination of an employee who fails to perform satisfactorily.
    • Learn to define managed turnover and calculate the cost of turnover.
    • Identify three basic questions in conducting a performance evaluation.
    • Describe the process for terminating an employee who does not perform adequately after being given support and opportunity to improve performance.

Recruiting & Hiring Curriculum

  • Recruiting

    • Develop a strategy for identifying indicators of appropriateness for a position as a means of screening candidates for final-round interviews and hiring decisions
    • Learn the benefits of using a structured approach for job candidate selection
    • Learn to define and describe the elements of and process for developing a job profile and hiring template
    • Learn about the use of objective hiring assessment tools to maximize your recruiting and interviewing efforts
  • Hiring: Assessment and Decision Making

    • Identify and describe the importance of comparing results of interviewing and inventorying with the requirements of the job opening
    • Learn and understand the elements of an effective decision-making process for hiring
    • Learn how to use the results of profiling, interviewing, and inventorying to objectively select the best fit candidate
  • Hiring: Interviewing

    • Identify relevant and appropriate interview questions based on the "Ideal Candidate" profile
    • Learn and understand the questioning skills necessary to uncover the information needed to make a "best fit" selection
    • Identify and implement a systematic method for organizing interview data