Managing Effort: Getting Results — Improving Sales Team Performance
March 28-29 | 8:30 a.m. to 4:30 p.m. (both days)
According to sales managers, their biggest challenges are getting sales people to do the tasks they’ve been trained on and get paid to do. Managers overwhelmingly say their role seems too much like babysitting, coaxing and pep-talking talented people to work consistently at the business development aspects of the sales job. If often feels that managers care more about their sales representatives' success than the reps themselves do. About 50 percent of sales managers fail within the first 18 months because they cannot successfully navigate these challenges.
Whether you are an old pro or a new sales manager, the Managing Effort: Getting Results Sales Coaching Workshop makes the difference. It is the curriculum taught by the top-rated National Strategic Selling Institute at Kansas State University. Using this approach, sales managers can reclaim their schedules, effectively coach their sales team to over-quota performance — often seeing double digit increases in year one — and establish a foundation to thrive for years to come.
Program Outcomes and Expected Results
The two-day workshop will provide you with an approach to leadership that will positively affect and stay with you throughout your career. Graduates of the workshop have seen and learned:
- How to hold sales representatives accountable and responsible
- How to build and coach self-confident sales reps
- Program implementation that typically yields a 10-30 percent increase in team productivity
- Sales managers' effectiveness typically increases up to 50 percent
- A coaching system that creates a high performance culture
- Sales reps become more self-managed and focused on key efforts that drive results
- How to get schedules under control and vastly increase ROE (return on energy)
New and mid-career sales managers who want to improve the performance of their sales team.
The course will feature sales management expert and trainer, Bob McHardy and Performance coaching expert Cliff Sutton.
Self Management Group
Bob McHardy is a managing partner with the Self Management Group and a recognized thought leader, engaging keynote presenter, accomplished author, management trainer, sales trainer and recognized performance consultant.
McHardy's keynote presentations and workshops are consistently met with wide acceptance and positive feedback.
His engaging presentation style is rooted in real-world, practical business examples relevant to his audience.
Self Management Group
Since 2001, Cliff Sutton has delivered transformational performance to his sales management clients through self management performance coaching with the Self Management Group.
He has published the Get Sales Connected sales program and generated more $70 million personal sales in his career.
In 2015, Sutton and Dawn Deeter co-authored an article in the Journal of Selling (Vol. 15 Number 2) that featured the Self Management System approach to management.
His focus is always on high performance and quality lifestyle for his clients.
"Early bird" registration is $799 before March 1 and $899 thereafter. A discount of $699 per person is available to groups of two or more people.
Participants will be provided with a course textbook, workbook and predictive profiles.
"The Managing Effort: Getting Results seminar I attended at Kansas State University changed how I manage, coach, mentor and interview today. Utilizing the techniques taught in the seminar, I leverage the Effort Grid, Performance Equation and Admission Ticket in my professional and personal life. The skills learned and practiced has made me a better coach, leader and father."
— Scott D. Coup, president, Kansas City region, Enterprise Bank and Trust
“The self management philosophy is one of the best approaches to coaching and leadership I have been exposed to during my career. Through a long-term, strategic partnership with Self Management Group, my executive committee and I were able to leverage the principles of Managing Effort: Getting Results to create a strong, performance-based culture at every level of the organization. I would highly recommend the Self Management Group to any organization keen on developing their leadership teams, improving management coaching and increasing the self-management potential of all their employees."
— Daniel Billen, president, Amgen Canada
"Since implementing the Managing Effort: Getting Results coaching system in the branch, I can't believe how quickly the team took ownership of their goals and results. Planned activity calls are up almost 1,000 percent and we've seen a significant increase in appointments and sales."
— Jeanette Bancarz, branch manager, ATB Financial
"I have the coaching process in place where my sales guys are taking the initiative and setting their own expectations and taking responsibility for their sales. This takes the stress off so I can manage at a higher level."
— Joe Barker, outsource solutions sales manager, C.H. Robinson, Overland Park, Kansas
"Right away, after my very first consultation with Cliff, what was impressed upon me the most was that these strategies were ones that I could implement immediately and begin to see results right away. My sales team is on pace to hit its annual sales and I am on track to exceed my personal production goal by 15 percent. It has also positioned me to earn my biggest annual performance bonus in my 12 year tenure."
— Bill Forsythe, vice president of business banking, Enterprise Bank and Trust, St. Louis, Missouri
"I was able to have a connection with my team members, to develop them as self-managers. As a result, we had our best month ever in August."
— Karl Kunz, State Farm agent, Manhattan, Kansas
"I have implemented portions of the program into my daily habits with my sales team and at home and I have already experienced positive results. I strongly recommend this program be expanded in our organization. I also recommend this program to my friends and business associates."
— David Tillotson, regional manager, Baxter Health Care Corporation