Next Program Date: To be announced
Management Development Program strives to give ready mixed concrete
sales managers the tools to have a positive, profound impact on their
sales staff. Over the winter months, sales managers will work through a
step-by-step process to assure their team kicks into full gear as the
busy Spring season starts.
The Sales Management Development Program launches with a networking
dinner of peers, followed by 2-day, intense workshop that focuses on the
critical skills and tools needed by today’s ready mixed concrete sales
managers. The content’s cornerstone is an industry-specific, real life
case study where attendees team with colleagues to learn and implement
new strategies that optimize the performance of a sales team while
building personal management, leadership, and sales coaching skills.
Part 2: Webinar lectures
Following the 2-day workshop, participants partake in a mandatory series
of 3 webinars over the winter months. The content is designed to
reinforce and extend the workshop with additional, advanced sales
management tools. Each webinar focuses on a critical topic to help sales
managers coach their workforce by adding tactical skills that will drive
revenue and build long term customer relationships.
Webinar #1: Sales Performance Assessments and Reviews…for Ready Mix
How do you know if your sales reps are individually performing at the
top of their abilities…and if not, what you can do to help them?
Motivation and Barriers – the keys to performance
The 7 Performance Barriers –
how to identify them and how to
successfully address them
Motivation Strategies: “The Carrot or the Stick” and when to use them
How to conduct a performance review that generates positive results
Webinar #2: Personal Leadership and Coaching
Gain new insight into your personal managing and leadership style and
skill as well as add new team strategies.
The important difference between management and leadership – and why
When to be a “Manager” and when to be a “Leader” – a critical
The 4 Coaching Strategies – different coaching styles for different
“C4 Leadership” –
how to become an effective leader
Webinar #3: Recruiting, Hiring, and Retaining Top Performing Ready Mix
Hiring is the #1 challenge of every ready mix sales manager. In this
webinar you will learn how to spot potential top sales performers and
how to identify the warning signs of a possible “wrong hire”.
Interviewing Basics – how to conduct a sales interview
Ready Mix Top performer indicators and warning signs
The “20 Power Questions” – why making s successful hire is about
asking the right questions
Closing the Deal
Tim McMahon (bio).