| Lecture # |
Subject Title |
| Week 1: |
Expert Sales Management - Culture, Communication and Vision |
| Presenters: |
Scott Bush, BA
|
| 1 |
Introduction to Expert Sales Management |
| 2 |
Attitude, Behaviors and Personality Styles |
| 3 |
Creating a strong and successful Culture |
| 4 |
Company and Team Mission Statements |
| 5 |
Transitional challenges |
| Week 2 |
Leadership and Coaching |
| Presenter: |
Kurt D. Miller, BBA, MBA
|
| 6 |
Leader's Role and Coaching Strategies |
| 7 |
Charactteristics of a Great Coach |
| 8 |
Teaching Leadership |
| 9 |
The Winning Approach |
| 10 |
Leadership Methods |
| 11 |
Storytelling |
| Week 3: |
Tactical vs. Strategic |
| Presenter: |
Scott Bush, BA
|
| 12 |
Goal Setting |
| 13 |
Coaching Approaches for Tactical and Strategic Situations - Part I |
| 14 |
Coaching Approaches for Tactical and Strategic Situations - Part II |
| 15 |
Introduction to Tools: 30/15/5 - Part I |
| 16 |
Introduction to Tools: 30/15/5 - Part II |
| 17 |
Introduction to Tools: 30/15/5 - Part III |
| 18 |
Leadership Perspectives |
| Week 4: |
Sales Team Assessments |
| Presenter: |
Scott Bush, BA
|
| 19 |
Producing Results with Team Assessments |
| 20 |
Understanding the Sales Cycle |
| 21 |
Measuring Team Members Performance |
| 22 |
Identifying Personality Styles |
| 23 |
Effective Communication |
| 24 |
Assessing Strengths and Weaknesses |
| 25 |
Identifying Resource Needs and Plan for Future Performance |
| Week 5: |
Identifying Resource Needs and Plan for Future Performance |
| Presenter: |
Robert V. Boylan, BS, MBA
|
| 26 |
Delegating Responsibility |
| 27 |
The Benefits of Delegation |
| 28 |
The Four Types of Delegating Managers |
| 29 |
Knowing What to Delegate |
| 30 |
Time Management |
| 31 |
Managing Information |
| 32 |
Identifying Personal Weaknesses |
| Week 6: |
Motivating Your Sales Organization |
| Presenter: |
Kurt D. Miller, BBA, MBA
|
| 33 |
Motivating the Sales Team |
| 34 |
Maslow's Hierarchy |
| 35 |
The Herzberg Model |
| 36 |
Praising Employees |
| 37 |
Creating Internal Competition |
| 38 |
Reward and Recognition |
| Week 7: |
Teamwork, Team Building, and Mentoring |
| Presenter: |
Kurt D. Miller, BBA, MBA
|
| 39 |
Focusing on the Right Target |
| 40 |
Teamwork |
| 41 |
Creating a Better Wheel |
| 42 |
Defining Teamwork |
| 43 |
Confidence Building |
| 44 |
Establishing a Mentor Program |
Week 8: |
Putting it all together |
| Presenters: |
Robert V. Boylan, BS, MBA |
| 45 |
Putting It all to Work |
| 46 |
Building for the Future |
| 47 |
Building People |
| 48 |
Networking for Prospects |
| 49 |
Ideas and Values |
| 50 |
Developing You |
| 51 |
Balancing Home and Work |
| 52 |
Course Summary |