Sales Management:
Change Management
How to manage change
across your sales force?
Training salespeople is one thing. Convincing salespeople to adopt new sales behaviours requires a lot more effort. Implementing behavioural change involves more than just organising a series of sales training sessions. There are many different techniques you can use to implement behavioural change. You could be far more successful if we knew what approach to use in what situation.
Description
In this one-day workshop, we go inside your project and define what changes you would like to implement and how you could implement them. We focus on the techniques that psychologists use to persuade people to adopt new behaviours and explore how to apply the principles to your project. This workshop will enable you to develop your sales training and transformation plan to realise the change you need to be successful with your sales organisation.
Outcome
By the end of the course, the participants will be able to:
– Develop a detailed plan how to implement change within their sales foce.
– Identify the different types of resistance and how to tackle them
– Manage the change process within their sales force.
Outline
Introduction: What is Change Management?
Step 1: Managing the Change Process
Step 2: Leading the Change Process
Step 3: Leadership Styles
Step 4: Applying the learning to your project
Duration & Format
Available in : class room and online