How to harness top talent and attract
high profiles.
The tools to challenge your sales executives and empower them to
overshoot their objectives.
How to avoid a brain drain.
For whom
Sales team managers
Objectives
Attract and retain top sales talent.
Deal with fiercer international competition, a tighter labor
market and evolving compensation systems.
Take a new look at what bonds sales executives to companies.
Build tools to map out and recommend career paths.
Program
Retaining talent: the new deal!
- Why retain talent?
- Who to retain?
- The components of loyalty.
Using ambition to build loyalty in sales executives
- Trusting upfront.
- Managing autonomy.
- Nurturing a pioneering spirit.
Managing affective needs to build loyalty in sales executives
- Establishing VIP relationships.
- Using interpersonal intelligence.
- Cementing bonds.
Using ambition to build loyalty in sales executives
- Nurturing the need for a challenge and outdoing yourself.
- Acknowledging individual performance.
- Integrating the trend towards ‘nomadic’ careers.
Managing the unexpected in loyalty building
- Pinpointing uncertainty.
- Handling the unexpected.
- Dealing with destabilization.
Benefits for the participant
Take your management role a step beyond
“How much did you sell today?”
Understand the deep-rooted motivations that drive your sales
executives.
Understand the keys to retaining the best.
Sell more.
Bolster your sales teams and attract more top talent.
Benefits for the company
Optimize sales manager productivity.
Protect sales by limiting staff turnover.
Build trust inside and outside the company.
Earn customer satisfaction through ongoing business
relationships.
Monitor and build your customer portfolio.
Promote your company’s image through its stable workforce.
Concept
Managing appeal: the three levers to
retain your top sales executives
Sales executives stay with companies for three reasons:
1] The company respects their freedom, i.e. nurtures their
pioneering drive and empowers them to explore new market
opportunities
2] Their manager appreciates them and shows it: stars deserve
VIP treatment and will do even better next year if they get it
3] Companies provide an environment in which they can build
their talent and outdo themselves beyond the field of sales
Three memorable highlights to home in on managing appeal
Your freedom-management style
Striking a healthy balance between micromanagement and no
management:
- Participants take a self-assessment during the e-learning
course, then debrief in groups during the classroom course
The strengths theory
Empower sales executives to unleash their full potential by
working on their strengths rather than focusing on their
weaknesses:
- Step into your sales executives’ shoes to build their loyalty:
boost their strengths and tell them they’re good
The challenge theory
Cement your sales executives’ bond to the company by equipping
them and encouraging them to improve their performance non-stop:
- Use challenges (beyond annual objectives) to spur sales
executives who want to outdo themselves
