1. Sales Management Coaching & Leadership Topic 17

2. Leadership Skills Empowerment Intuition Self-Understanding Vision Value Congruence

3. Power Legitimate Power Reward Power Coercive Power Referent Power Expertise Power

4. Directive vs Supportive Behavior

5. When Taking a New Position

6. Team Building Formal & Informal What & Why Interactions Emotional Climate Norms

7. Coaching Very Common Most Important Training Manager Must Be Able to Sell What are the Goals of Coaching?

8. Example

9. Questions Before the Visit Planning Attitude Knowledge Selling Skills

10. Let Them Run the Show This can be hard Again, what are your goals

11. Question Immediately Afterword Strengths Weaknesses How to Improve

12. Next Praise Confirm (or Offer) Specific Suggestions Reach Specific Agreement Keep Good Records Use Again in the Future Don’t Just Criticise

13. Meetings are the Devil What is the cost? Can it be avoided? Meeting just to meet? How many are good?

14. Increase Your Odds Specific Objectives Advance Planning Agenda Get Participation End Early When You Can Follow Up

15. Drugs, Sex, Jerks & Outcasts No Worse Than Anything Else Company Car Problem Still, 5-10% of the US Population Very Hard to Deal With Require an Active License

16. Sexual Harassment Dating = Hating Men or Women Overnight Travel Predators & Signals Outside the Company

17. Sexual Harassment Cannot Ignore Focus on Behaviors Email “no asking for dates” Clear Written Policy

18. Suggestions to Avoid Be Professional Dress Appropriately Drink Cautiously No Sob Story Listening Independent Transport Trust Instincts

19. Firing People Last Resort or Big Mistakes RIF vs Poor Performance

20. Firing Be Humane When Possible Fire on Monday Don’t Fire Remotely Don’t Spend a lot of Time Nothing to Discuss

21. Follow Good Personnel Policy Annual Written Reviews Paper Trail Use Consistent Standards

22. Lawsuits Require Facts Law Desire to Do Resources Needed

23. Plateauing What it is Very Difficult to Handle Catch Early Express Concern Don’t Punish Success