Like our approach
with CEOs, Growth Coaching for Sales Management Executives may involve
membership a GRI-Exec SAM Group or in a Vistage International Key
Executive Group, particularly if their CEO is a Vistage member.
In either type of group, we begin with:
Vision: Our coaching relationship begins with
an exercise to define a view of the Sales Manager’s future
and the role they want to play in their company. We pick a timeframe,
typically three to five years, and then describe where the executive
will be and do in the organization at that point in time. With we
can crystallize a direction.
Our simple GRI Vision Worksheet (see below) organizes
this process. But all business and no play makes people dull and
stressed out. To address the personal side of this equation, we
also use the worksheet to define what our member “wants to
be, to have, and to do” . . . an exercise very few sales executives
have ever experienced.
Sales Management Planning: With the future vision/goals
defined, the sales management executive works through a GRI
Annual Strategic Plan format (see below) to clarify all
business issues, assess the past year’s performance, and clarify
the “must do’s” for year one.
In some instances, the member will conduct their own Sales
Management Audit (see below) to use for planning in one-to-one’s
and to share with their group for inputs.
GRI-Exec SAM Groups: Members in this group qualify
and are offered membership based on a number of factors, including
the extent of their responsibilities, and may involve Sales Managers
or Senior Sales Executives, like Strategic Account Managers. No
other business functions are in a SAM Group. Group meetings are
half day sessions six times a year. During the in between months,
members meet privately with their group facilitator for one-to-one coaching
and accountability.
Click
here to request for information on GRI-SAM Groups.
Vistage Key Executive Groups: This group will
contain members from all major organizational functions, including
Sales, Marketing, Financial, Technology, Operations or Human Resources.
As a result, a Key Group is often the best match for a sales manager
whose goal is to graduate up to a company CEO or President. Key
Executive Groups meet each month for a full day with Vistage Speakers
as well as working critical issues.
Download
Free GRI Vision Worksheet form
Download
Free GRI Sales Management Planning form
Download
Free 6 Page Sales Manager Audit
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