The B.E.S.T. Sales Management Program

Developed and tailored specifically for the client organisation, following a cultural assessment and diagnostic evaluation, to provide the required behavioural change and skills adjustment especially for managers taking on new responsibilities, responding to restructuring, handling major change within the organisation or developing their own competencies.

Customised Programs are designed around:

  • The Key Success Areas of successful sales management
  • The results/people balance
  • Personal SPOT analyses (strengths, potentials, opportunities and threats)
  • Envisioning and creative processes
  • Organisational and personal goal setting
  • Values alignment and orientation for team achievement
  • Strategic planning skills
  • Team generated solutions
  • Negotiation skills and strategies
  • Effective change management principles and processes
  • Strategic communication skills
  • The B.E.S.T. Coaching System
  • Counselling principles and processes
  • Mentoring structures and systems
  • A formula for effective delegation
  • Giving constructive feedback, guidance and direction
  • Managing diversity
  • Conflict resolution
  • Goals based time management

Managers emerge with a clearer awareness of what is required from them in their role beyond their specific task objectives; stronger knowledge of how to get the best out of themselves and their people, and increased self confidence in direction and capabilities.

PROGRAM DESIGN

The initial implementation of this program is a two day workshop, optionally followed by scheduled follow-up sessions to de-brief and coach over a three month period, to ensure full support is provided in shifting both personal and organisational behaviour.

This process has been proven by research to be the most effective in behavioural change, ensuring thorough embedding of learning, on-the-job application and review.

TRAINING METHODOLOGY

Workshops can be conducted for up to 20 participants, who will be divided into smaller clusters for group activities. The minimum effective group size is 8-10, as much learning takes place from participant participation.

Equipment used is kept to a minimum, to allow real-time discussion and involvement; flip charts and workbooks are the norm.

The entire program is lively, interactive and enriching, providing valuable discovery-learning processes in a collaborative environment.

The program may be conducted either in-house or off-premises. A weekend or mid-week retreat (or ‘advance’) can be an excellent forum.

ACTION STEPS

To organise your own customised version of The B.E.S.T. Sales Management System please contact our Head Office.



PROGRESS TRAINING SYSTEMS PTY LTD
Head Office: P O Box 1060 Cronulla 2230 Australia
Ph:(02) 9527.2280 Fax (02) 9527 2240

www.progress.com.au