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Performance Management Feedback & Coaching Hiring the Best SMC Performance Management  Sales Manager Course Territory Mgm...
<ul><li>Background: </li></ul><ul><ul><li>Originally developed in response to a 1996 Sales Survey which indicated the need...
Course Focus     Source  Length Basic Selling  For Those New To Sales   GE   2-3 Days   Boundaryless Selling+  Execute Bou...
Bringing GE Best Practices To Key Clients  What Else is Available? Partnering With Customers/Productivity Solutions Eveni...
Course Content  Goal Setting Performance Management Territory Management Feedback & Coaching Hiring the Best SMC
<ul><li>Administration : </li></ul><ul><li>Start and End Times </li></ul><ul><li>Lunch and Breaks </li></ul><ul><li>Rest R...
Ground Rules & Parking Lot  SMC
Introductions & Objectives  SMC
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Intro tab intro 0403

  1. 1. Performance Management Feedback & Coaching Hiring the Best SMC Performance Management  Sales Manager Course Territory Mgmt/ Goal Setting
  2. 2. <ul><li>Background: </li></ul><ul><ul><li>Originally developed in response to a 1996 Sales Survey which indicated the need for core management training for Sales Leaders. Course was updated in 2002 by the GE Sales Training Council. </li></ul></ul><ul><li>Target Audience: </li></ul><ul><ul><li>Sales Managers across all GE businesses, targeting those Managers who are new to their positions or who need a refresher on key people management skills. </li></ul></ul><ul><li>Delivery: </li></ul><ul><ul><li>Two day workshop delivered cross-business and regionally </li></ul></ul>Co-designed & co-delivered to accelerate New Manager assimilation  SMC
  3. 3. Course Focus Source Length Basic Selling For Those New To Sales GE 2-3 Days   Boundaryless Selling+ Execute Boundaryless Selling GE On-Line Creating Client Value* Consultative Selling, ACFC GE 2 Days   Coaching CCV** Managers Coach Direct Reports GE 1 Day   Negotiation Skills Strategies, Techniques GE/Vendor 2 Days   Account Dev’t Strategies++ Growing Key Accounts Vendor 3 Days Advanced Sales Course Developing Business Acumen Vendor 2.5 Day   Sales Manager Course Prepares Sales Leaders GE 2 Days   * Creating Client Value (CCV) +Boundaryless Selling – Under Redesign **Includes e-learning component ++Strategic Account Mgt – Under Design ++ Business-Specific Strategy Courses (Power Systems, Industrial, Aircraft Engines) Will Continue To Be Run By Those Individual Businesses  What Else is Available? SMC
  4. 4. Bringing GE Best Practices To Key Clients  What Else is Available? Partnering With Customers/Productivity Solutions Evening + 1 day Customer CAP/Partner Workshops 2.5 days Customer CAP Coaches Training 3 days Customer WorkOut ™ & Facilitation Skills 4 days Customer Integration Workshops 4 days Customized Programs (e.g. HR practices etc) Varies Courses Days SMC
  5. 5. Course Content  Goal Setting Performance Management Territory Management Feedback & Coaching Hiring the Best SMC
  6. 6. <ul><li>Administration : </li></ul><ul><li>Start and End Times </li></ul><ul><li>Lunch and Breaks </li></ul><ul><li>Rest Rooms </li></ul><ul><li>Messages </li></ul><ul><li>Fire Procedures </li></ul><ul><li>Course Evaluation Forms </li></ul><ul><li>Confidentiality of Discussions </li></ul><ul><li>Materials and Note Taking </li></ul> SMC
  7. 7. Ground Rules & Parking Lot  SMC
  8. 8. Introductions & Objectives  SMC

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