“Learning not just what to do – but how to do it well.”
Course Objectives
This course will help participants to learn the fundamental skills for supervising sales force.
 The Program will give the confidence to put the skills into practice and begin the process of effective, professional supervisory control.
 The Program will focus on the critical skills needed to excel in a supervisory position.
 The Program will include discussions, individual exercises, and group work to give participants the best opportunities for learning not just what to do – but how to do it well.
 The importance of planning and prioritizing for a supervisors.
 How to build and maintain a team.
 Ways to communicate effectively with others.
 Techniques for creating a motivated sales force.
Course Content
 Making the Transition to Supervisor:
 Demands and roles of supervisors
 Supervising in a team environment
 Management challenges
 Interpersonal Communication Skills & Techniques:
 Establishing Rapport
 Improving Listening skills
 Giving Instructions
 Coaching
 Written Communications
 Survival Presentation Skills
 Developing a Productive Team:
 Creating a motivating environment
 Defining expectations
 Achieving measurable results
 Effective delegation
 Learning to Supervise:
 What supervising qualities do you need?
 Becoming a role model
 Building and maintaining a team
 Motivation & Empowerment
 Managing Resistance to Change
 The Thinking and Planning Process
 Systems-Thinking
 Identifying the Correct Problem
 Types of Problems
 Moving from doing to planning
 Setting goals and getting organized