1. Performance Management Feedback & Coaching Hiring the Best SMC Performance Management Sales Manager Course Territory Mgmt/ Goal Setting
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3. Course Focus Source Length Basic Selling For Those New To Sales GE 2-3 Days Boundaryless Selling+ Execute Boundaryless Selling GE On-Line Creating Client Value* Consultative Selling, ACFC GE 2 Days Coaching CCV** Managers Coach Direct Reports GE 1 Day Negotiation Skills Strategies, Techniques GE/Vendor 2 Days Account Dev’t Strategies++ Growing Key Accounts Vendor 3 Days Advanced Sales Course Developing Business Acumen Vendor 2.5 Day Sales Manager Course Prepares Sales Leaders GE 2 Days * Creating Client Value (CCV) +Boundaryless Selling – Under Redesign **Includes e-learning component ++Strategic Account Mgt – Under Design ++ Business-Specific Strategy Courses (Power Systems, Industrial, Aircraft Engines) Will Continue To Be Run By Those Individual Businesses What Else is Available? SMC
4. Bringing GE Best Practices To Key Clients What Else is Available? Partnering With Customers/Productivity Solutions Evening + 1 day Customer CAP/Partner Workshops 2.5 days Customer CAP Coaches Training 3 days Customer WorkOut ™ & Facilitation Skills 4 days Customer Integration Workshops 4 days Customized Programs (e.g. HR practices etc) Varies Courses Days SMC
5. Course Content Goal Setting Performance Management Territory Management Feedback & Coaching Hiring the Best SMC
8:00 - 8:20 AM Welcome participants! Opening Comments and Intro Presentation — Objective & Contents Overview of the Sales Manager Course — Housekeeping Comments — Self-introductions — Expectations from the training
Describe how and why this program was developed. Stress how this program relates to GE’s boundaryless selling initiatives. - Course material was developed as a cross-GE effort in response to a 1996 survey to all sales VP’s. - They were surveyed on a variety of subjects: training was one. When asked how we could improve sales training, the response was to increase sales effectiveness and decrease turnover. Hence, SMC is made up of 2 modules focused on sales, and 2 modules focused on HR. – Request was for a “Crotonville” style course in the field: brief, and really focused on “blocking and tackling” issues for HR and selling skills (rather than theory). Course was piloted in 1996 and material was updated in 2000 and 2002 to reflect current GE goals and initiatives.
Ask what the Participants’ Key Measurements are (b/o) Sales? Orders? Expenses? Headcount? New Accounts? Share Growth in Existing Accounts? Ask them what Resources they have control over (b/o) Salespeople? Support personnel? Expense budget? Office facilities? Customer Lists? Products & services to sell? Explain the Course Content : Territory Management - Developing a plan to ensure you meet your Operating Plan Goal Setting - Setting individual goals/objectives with your salespeople to ensure your Territory Plan is achievable Performance Management - Appraisals, dealing with performance issues … to ensure your people deliver on their commitments, and removing poor performers Feedback & Coaching - Effective feedback sessions, joint call coaching, long distance coaching Hiring the Best - Behavior-based interviewing, legal compliance, job offers … to fill the openings when positions are vacated
Cover general housekeeping item: — Location of restrooms and telephones. — Location of fire exits. Stress the importance of course evaluation forms — Valuable information used to help us continue to improve the course. Action Plans are for the participants’ own use — This was “per request” (from an evaluation form!) — Allows them to document actions they will take to apply what they learned when they return to work. Confidentiality of discussions is critical!
Ask participants to introduce themselves, providing name, GE business, experience in Sales and number of direct reports. Instructors and observers should also introduce themselves. Instructors should provide brief background. In particular, be sure to cover qualifications to facilitate this program. Establishing credibility in HR/Sales is critical to the success of the course! Capture their objectives on a flip chart, and keep the page posted on the wall throughout the entire 2-day class.
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