{"id":265,"date":"2019-11-30T17:45:53","date_gmt":"2019-11-30T17:45:53","guid":{"rendered":"https:\/\/merg-and-more.ch\/?post_type=product&p=265"},"modified":"2021-12-20T10:55:28","modified_gmt":"2021-12-20T10:55:28","slug":"starke-fuehrung-im-vertrieb","status":"publish","type":"product","link":"https:\/\/merg-and-more.ch\/en\/product\/starke-fuehrung-im-vertrieb\/","title":{"rendered":"Strong leadership in sales"},"content":{"rendered":"

Methods<\/span><\/h2>
\r\n\t\t\t

The seminar content is conveyed through input, individual and small group exercises and role plays and developed in workshop sequences.<\/p>\n

The participants are actively involved during the training and set themselves concrete goals until the next module and then report on their progress, success and potential for improvement.<\/p>\n\r\n\t\t<\/div>\r\n\t<\/div><\/div>

Duration<\/span><\/h2>
\r\n\t\t\t
    \n
  1. Seminar 1: Strategic Leadership (2 days)<\/strong><\/li>\n
  2. Practical phase of 3-6 months<\/li>\n
  3. Seminar 2: Motivating employees (2 days)<\/strong><\/li>\n
  4. Practical phase of 3-6 months<\/li>\n
  5. Seminar 3: Managing your own sales department (2 days)<\/strong><\/li>\n
  6. Practical phase of 3-6 months<\/li>\n<\/ol>\n\r\n\t\t<\/div>\r\n\t<\/div><\/div><\/div><\/div>
    <\/div><\/div>
    <\/div><\/div><\/div><\/div><\/div><\/div>
    <\/div><\/div>

    Seminar contents<\/span><\/h2>
    \r\n\t\t\t

    Strategic leadership<\/strong><\/em><\/h4>\n
      \n
    1. Wo will ich in 2 bzw. 5 Jahren stehen?<\/li>\n
    2. Was ist die Vision meiner Abteilung?<\/li>\n
    3. What are my concrete potentials that I am not yet exploiting?
      \nUsing a typological instrument (Insights Discovery\u00ae).<\/li>\n
    4. What are the real (changed) needs of the customers?<\/li>\n
    5. Die Umsetzung neuer Strategien erfordert die Orientierung an KPI’s (Key Performance Indikators) kombiniert mit einem effizienten Umsetzungscontrolling.<\/li>\n
    6. Identifying the need for change
      \n\u201dIn order to achieve goals that you have not yet achieved, you have to walk a path that you have never walked\" (Steven Covey).<\/em><\/li>\n
    7. What changes does our internal organisation need? (structures, processes, rewards)<\/li>\n
    8. Ver\u00e4nderungen konsequent umsetzen.<\/li>\n
    9. How do I achieve my goals even in adverse circumstances? Working in a solution-oriented rather than problem-oriented way.<\/li>\n<\/ol>\n\r\n\t\t<\/div>\r\n\t
      \r\n\t\t\t

      Motivate employees<\/strong><\/em><\/h4>\n
        \n
      1. Mitarbeiter sind von der Sinnhaftigkeit der Ziele, Prozesse und anstehender Ver\u00e4nderungen \u00fcberzeugt.<\/li>\n
      2. Die richtigen Mitarbeiter finden und gezielt f\u00f6rdern.<\/li>\n
      3. Umsetzungsbarrieren werden fr\u00fchzeitig erkannt und ausger\u00e4umt.<\/li>\n
      4. F\u00fchrungskr\u00e4fte erkennen die Potentiale der Mitarbeiter und fordern Leistung individuell ein.
        \n\u2022 Possibly use a typological instrument (Insights Discovery).<\/li>\n
      5. Die St\u00e4rken der Mitarbeiter erkennen und gezielt f\u00f6rdern.<\/li>\n
      6. Konflikte im Team erkennen und kompetent l\u00f6sen.<\/li>\n<\/ol>\n\r\n\t\t<\/div>\r\n\t
        \r\n\t\t\t

        Managing your sales department<\/strong><\/em><\/h4>\n
          \n
        1. Optimal self-management
          \n\u2022 Setting priorities<\/li>\n
        2. How do I deal with underperforming employees?<\/li>\n
        3. Acquire new customers in a permanently targeted manner.<\/li>\n
        4. Continue to increase core business with good existing customers.<\/li>\n
        5. What do I do if I do not achieve my goals?<\/li>\n
        6. How do I develop my entire team professionally?
          \n\u2022 Regular communication
          \n\u2022 Appropriate team building measures
          \n\u2022 Improved cooperation with the office staff
          \n\u2022 Who needs which seminars?
          \n\u2022 Conducting annual and quarterly appraisals<\/li>\n<\/ol>\n\r\n\t\t<\/div>\r\n\t<\/div><\/div><\/div><\/div>
          <\/div><\/div>","protected":false},"excerpt":{"rendered":"
            \n
          1. Find out the potentials of the leaders and use and develop them in a targeted manner.<\/li>\n
          2. The success or failure of a leader is determined by the strategy implemented and not by actionism and busyness in day-to-day business.<\/li>\n
          3. Those who want to lead others must be able to lead themselves and make sovereign decisions.<\/li>\n
          4. How does your sales department become a customer-driven organisation?
            \n\u2022 Work consistently customer-centred.
            \n\u2022 What are the real needs of customers?
            \n\u2022 How can customer proximity be converted into contribution margins?<\/li>\n
          5. How can sales goals be successfully implemented in the long term?<\/li>\n<\/ol>\n

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