Sales & Service Leadership

Sales and service managers are frequently under-trained as an organizational force for improving productivity.  TBA provides sales and service management programs to enhance a wide range of management functions including:

  • Appraisal
  • Career/job counseling
  • Conducting meetings
  • Manager assessment
  • Managing change
  • Market analysis
  • Objective setting
  • Participative management
  • Performance planning/measuremen
  • Problem analysis
  • Recruiting and selection
  • Sales action planning
  • Skills coaching
  • Supervisory skills
  • Territory alignment
  • Time management
  • Training skills

Our most frequently adopted programs are:

Consultative Management Skills [CMS]  A three-day program to improve sensitivity to employee cues, that develops skill in building a personal relationship, establishing a meeting purpose, exploring problems, determining acceptable solutions, handling concerns, and committing to action plans, including personal assessment of decision making style, communication style, and thinking style.

Maximizing Job Performance [MJP]  A three- or four-day program to help supervisors be more productive through understanding their responsibilities, effective communication and delegation skills, use of their company's goal setting, appraisal and developmental planning system, and effective problem-solving and decision-making skills in one-on-one and group situations.

Managing Sales Effectiveness [MSE]  A three-day program to help sales managers improve personal and team performance through understanding the role of sales management, market analysis, market segmentation, sales objective setting, communication styles, sales action planning, territory alignment, forecasting, performance measurement, and time management.

Maximizing Sales Performance [MSP]  A two-day or three-day program for sales managers to build people development skills through improved self-awareness, analysis of performance problems, job counseling, feedback of useful information, skills-coaching discussion and practice, sales meetings, skills appraisal, and performance improvement planning and reporting.

Recruiting for Results [RFR]  A two-day program that assists staff professionals and line officers in specifying job, career, skill, and value requirements of any position to be filled, developing selection interviewing strategies, and recruiting the best-qualified candidate to achieve job performance objectives.

Train-the-Trainer [TTP]  A one- or two-day program (or longer, if dictated by group size and current skills level) to develop platform trainer skills.  Improves general facility as an instructor, with focus on presenting information, giving directions, leading discussions, good charting technique, and managing one's ongoing self-evaluation and development.  Practice teaching is applied to TBA programs  implemented within the organization.