| Lecture # |
Subject Title |
| Week 1: |
Transitioning from Sales to Sales Management -- Benefits and Challenges |
| Presenters: |
Scott Bush, BA
Kurt D. Miller, BBA, MBA
|
| 1 |
Introduction to Transitioning to Sales Management |
| 2 |
Sale Manager's Roles and Responsibilities |
| 3 |
Making the Transition |
| 4 |
Moving into Management |
| 5 |
Changing Paradigms |
| Week 2 |
Dealing with Change |
| Presenter: |
Robert V. Boylan, BS, MBA
|
| 6 |
Change Management |
| 7 |
Dealing with Denial |
| 8 |
Resistance |
| 9 |
Handling Exploration |
| 10 |
Commitment |
| 11 |
Attitude and Action |
| Week 3: |
Communication Styles |
| Presenter: |
Scott Bush, BA
|
| 12 |
Introduction to Different Behavior Styles |
| 13 |
Influential |
| 14 |
Steadiness |
| 15 |
Conscientious |
| 16 |
Determining Behavioral Styles |
| 17 |
Understanding Each D.I.S.C. |
| Week 4: |
Listening Skills |
| Presenter: |
Robert V. Boylan, BS, MBA
|
| 18 |
Understanding the Importance of Listening |
| 19 |
The Four Modes of Communication |
| 20 |
Barriers to Effective Listening |
| 21 |
How to Listen More Effectively |
| 22 |
Listening Styles |
| 23 |
Listening with Your Eyes |
| Week 5: |
Interviewing and Hiring |
| Presenter: |
Scott Bush, BA
|
| 24 |
Recruiting and Hiring |
| 25 |
Finding the Right Recruits |
| 26 |
Reading Resumes |
| 27 |
Interviewing Techniques |
| 28 |
The Interview Process |
| 29 |
Profile Sheets |
| 30 |
Internal and External Candidates |
| 31 |
Detecting a Serious Candidate |
| Week 6: |
The “A” Team |
| Presenter: |
Scott Bush, BA
|
| 32 |
Developing and Analyzing a Sales Organization |
| 33 |
Keepers and Sleepers |
| 34 |
Defining Different Types of Players |
| 35 |
Ranking the Players |
| 36 |
Sales Fundamentals |
| Week 7: |
Sales Meetings, Trainings, and One-on-One’s |
| Presenter: |
Kurt D. Miller, BBA, MBA
|
| 37 |
Leveraging Meetings and Training |
| 38 |
Motivating Sales Meetings |
| 39 |
Effective Training Methods |
| 40 |
Training to Influence Desired Behaviors |
| 41 |
Strength Training |
| 42 |
One-on-One's |
| Week 8: |
Coaching and Counseling |
| Presenters: |
Kurt D. Miller, BBA, MBA
Scott Bush, BA
|
| 43 |
Coaching for Success |
| 44 |
Characteristics of a Great Coach |
| 45 |
The Learning Cycle |
| 46 |
Corrective Action |
| 47 |
Handling a Termination |
| 48 |
Creating and Delivering Reviews |
| 49 |
Setting Individual Goals and Objectives |
| 50 |
Course Conclusion |