G K Lims Relationship Management For Sales Managers
Marketing
Training
Provided by Human Resources Services
a two-day seminar-workshop conducted by G K Lim, FInstSMM, CEI, CMS
Learning outcomes
By the end of this training session, participants will have reliably demonstrated an ability toa .
o Be an informal leader and reap personal benefits there from
o Raise onea s own self esteem as a prerequisite to earning other peoplea s S. T. A. R. (support, trust, admire, and respect)
o Use the eight tainted glass strategies in relationship management
o Stop pretending, and start being proactive, unload psychological baggage, and be true in onea s communication with others
o Apply effective communication as a relationship management tool
o Recognize how sales people and others think, process information, and make decisions
o Identify the four types of people in this world so that they can deal with others they way they should be dealt
o Manage, develop, and retain sales people, especially the talented ones
o Motivate subordinates to a high level of productivity and keep them engaged despite the absence of financial incentives
o Apply the concept of passion+talent management on sales team
o Distinguish the differences between skills, knowledge and talent
o Effectively manage, lead and work with subordinates, peers and superiors using passion-centred 360-degree leadership strategies
o Know the differences between reactive responses and proactive responses to situations outside of their control
o Deal with others in the organization on the basis of principled leadership
o Identify external factors and interpersonal conflicts that cause anger, frustration and stress
o Apply the ACRC standard operating procedure when confronted with a situation that causes anger, frustration and stress
o Relax the mind using an accepted 5, 000-year-old relaxation technology
o Maintain a healthy body and mind thru the application of the Wakeful Sleep procedure
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G K Lims Relationship Management For Sales Managers
Course content
How do I get my sales people to S. T. A. R. (support, trust, admire, and respect) me?
First, "I've got to support, trust, admire and respect myself"
Before you go out to conquer the world, put yourself in order first
How to raise your self-esteem
Self talk -- a double edged sword
Manage self being proactive, not reactive
Informal leadership strategies
The Fred Factor -- how to be a leader without the leadership title
Group exercise: Think of two persons you respect most
Video clips: Spartacus, the slave-leader
Characteristics of an informal leader
Strategies that will enhance your informal leadership status
Benefits of being an informal leader
The tainted glass reality behind the S. T. A. R concept
Doing what you say you will do
Be true in your communication with others
Stop pretending
Be proactive when something happens
Unload psychological baggage
Be here, be now, and be present for others
The eight Tainted Glass strategies
Effective communication as a relationship management tool for sales managers
Role play talk about your brother
Communication is a two-way street
Communicating ideas to sales people
Group activity: The Great Communication Exercise
Understanding how your sales people think and make decisions
How to be a DUCK talking to a CHICKEN
Discovering, understanding your own thinking preferences
People are different in their thinking preferences
Why your sales people need to know how people think and make decisions
How this information affects the way you approach your sales management functions
Managing and retaining your sales people
Test your current knowledge of sales talent management
Productive sales people versus unproductive sales people
Questions your sales people ask of you as their sales leader
How not to lose good sales people
Climbing the sales management mountain
The difference between coaching and teaching / telling
The mechanics of curbside coaching
Passion-centred 360-degree relationship management
The myths of leading from the middle of an organization
The challenges 360-degree leaders face
The leadership principles that 360-degree leaders use to lead up, lead across and lead down
Discussing your profile as a passion-centered 360-degree relationship manager
Application of passion-centred 360-degree relationship management
Instilling passion into the sales team
How to handle subordinates who make mistakes or don t do what you want them to do
Don t CCC -- condemn, criticize, comment negatively -- instead, evaluate
What is aggressive and what is assertive
How not to condemn
How to evaluate
Using the Sandwich method of evaluation
Stop kicking the cat
Case study: Spilled Coffee
External factors that cause anger, frustration and stress
Interpersonal conflicts that cause anger, frustration and stress
Consequences of pent-up anger, frustration and stress
Relationship management thru anger transformation
I tot I taw a putty tat -- the Tweety principle of anger transformation
ACRC anger management S. O. P.
Relationship management thru stress transformation
Measuring brainwaves
The universally accepted methods of measuring brainwaves
Various ways of reducing stress
The Exercise an accepted 5, 000-year-old relaxation technology
How to go down to Alpha
What happens when you go down to Alpha?
FAQ's and concerns on The Exercise
Relationship management via mind-body communication
Why a stress / anger reduction program leads to general good health
The power of the Wakeful Sleep
Situations within our control
Situations not within our control
Grand finale - putting it together
Case study: Why are our talented sales people going away?
Q&A
How do I get my sales people to S. T. A. R. (support, trust, admire, and respect) me?
First, "I've got to support, trust, admire and respect myself"
Before you go out to conquer the world, put yourself in order first
How to raise your self-esteem
Self talk -- a double edged sword
Manage self being proactive, not reactive
Informal leadership strategies
The Fred Factor -- how to be a leader without the leadership title
Group exercise: Think of two persons you respect most
Video clips: Spartacus, the slave-leader
Characteristics of an informal leader
Strategies that will enhance your informal leadership status
Benefits of being an informal leader
The tainted glass reality behind the S. T. A. R concept
Doing what you say you will do
Be true in your communication with others
Stop pretending
Be proactive when something happens
Unload psychological baggage
Be here, be now, and be present for others
The eight Tainted Glass strategies
Effective communication as a relationship management tool for sales managers
Role play talk about your brother
Communication is a two-way street
Communicating ideas to sales people
Group activity: The Great Communication Exercise
Understanding how your sales people think and make decisions
How to be a DUCK talking to a CHICKEN
Discovering, understanding your own thinking preferences
People are different in their thinking preferences
Why your sales people need to know how people think and make decisions
How this information affects the way you approach your sales management functions
Managing and retaining your sales people
Test your current knowledge of sales talent management
Productive sales people versus unproductive sales people
Questions your sales people ask of you as their sales leader
How not to lose good sales people
Climbing the sales management mountain
The difference between coaching and teaching / telling
The mechanics of curbside coaching
Passion-centred 360-degree relationship management
The myths of leading from the middle of an organization
The challenges 360-degree leaders face
The leadership principles that 360-degree leaders use to lead up, lead across and lead down
Discussing your profile as a passion-centered 360-degree relationship manager
Application of passion-centred 360-degree relationship management
Instilling passion into the sales team
How to handle subordinates who make mistakes or don t do what you want them to do
Don t CCC -- condemn, criticize, comment negatively -- instead, evaluate
What is aggressive and what is assertive
How not to condemn
How to evaluate
Using the Sandwich method of evaluation
Stop kicking the cat
Case study: Spilled Coffee
External factors that cause anger, frustration and stress
Interpersonal conflicts that cause anger, frustration and stress
Consequences of pent-up anger, frustration and stress
Relationship management thru anger transformation
I tot I taw a putty tat -- the Tweety principle of anger transformation
ACRC anger management S. O. P.
Relationship management thru stress transformation
Measuring brainwaves
The universally accepted methods of measuring brainwaves
Various ways of reducing stress
The Exercise an accepted 5, 000-year-old relaxation technology
How to go down to Alpha
What happens when you go down to Alpha?
FAQ's and concerns on The Exercise
Relationship management via mind-body communication
Why a stress / anger reduction program leads to general good health
The power of the Wakeful Sleep
Situations within our control
Situations not within our control
Grand finale - putting it together
Case study: Why are our talented sales people going away?
Q&A
About The Training Provider: Human Resources Services
Human Resources Services - The course leader, G K Lim, is experienced in sales, marketing and business, and in cutting-edge adult learning techniques
G K Lim is a training consultant in the area of consultative / solution-centric selling skills, key account management, negotiation skills, customer service excellence, Emotional Intelligence enhancement, personal development, motivation, stress management, and mind/...
