Course Background:
In today's increasingly competitive market, it is even more important for companies to build an effective team culture and team cohesion. The so-called execution is to have the ability to complete the goal, implement the company's strategic intent, and complete the predetermined goal. Enterprises need to cultivate the soil conducive to execution through the shaping of an efficient team culture. This courseProblems that occur in the execution of the workThrough one concept, two mindsets and four skillsHelp enterprises to build, manage and operate high-performance teams, and cultivate teams with more executive combat effectivenessIt is to give us the ability to achieve high-quality cooperation with colleagues and achieve high-quality results. Enhance team cohesion and execution.
Course Benefits:
According to the characteristics of high-performance teams, grasp the direction of building high-performance teams.
Improving personal capabilities, building trust, and clarifying how to accomplish tasks through enhanced execution
Goal-setting strengthens the direction of execution and focuses on inspiring, clear goals
Key elements of problem solving: Thinking about the four quadrants and working collaboratively
Understand the problems encountered in different stages of work, provide targeted feedback, and improve team efficiency;
Positive motivation and communication skills, with a positive sales mindset to make the work twice as effective with half the effort.
Course Duration:2 days 6 hours.
Course Target:Sales Supervisor, Sales Manager, Reserve Cadre, Regional Director, Sales Director, Summary.
Course Method:Discuss, ask questions, share;Forms, exercises, trainings, case studies.
Course outline
Lecture 1: High-performance team building
Interactive Thinking:Is "home" culture an incentive or a constraint?
Build teams with a "win" culture.
1. What is a high-performing team?
1.Definition of a high-performing team.
2.Team Skill Barrier Analysis.
3.High-performance team composition and deployment.
4.Characteristics of an effective sales team.
2. High-performance team execution mentality - start with your own mentality
Positive energy atmosphere creation - cultural management
1) Core team building.
2) Establish a benchmark.
3) Positive atmosphere creation.
4) Thanksgiving cultural inheritance.
5) Protect outstanding employees.
2.Negative energy venting space - open and equal expression.
3.The sense of responsibility strengthens the incentive - the power source.
4.Re-reward the top three - PK mechanics and atmosphere.
5.The outstanding ones are highlighted - the honor and privilege are embodied.
6.Keeping promises – the process of building trust.
Interactive:Incentives are not "chicken soup" but mechanisms.
3. Correctly understand the sales profession
Sales Psychology Roles
Sales misunderstanding: only when you have a strong heart can you do sales.
Challenges and competition in sales
There is no skill in sales, and the emphasis is on accumulation and mentality.
Hard work pays off.
Circle of Influence and Circle of Concern:Mindset + Knowledge + Skills
Six principles for multiplying performance
Principle 1: I am the boss (I do it for myself).
Principle 2: I'm a consultant and not a "salesperson".
Principle 3: I am a sales doctor and a marketing expert.
Principle 4: I act now and refuse to wait.
Principle 5: I want to do my job well – with my heart.
Principle 6: I aspire to excel – perseverance.
Fourth, efficient execution skills
1.Unified goals to improve implementation - clear responsibilities.
2.Good communication improves execution - unified thinking.
3.Positive Problem Handling Execution – Uniform Behavior.
4.Positive and negative feedback motivates execution – making people want to do it.
Lecture 2: High-performance sales team - improve the execution of target management
Discuss:What happens without a goal?Why can't the sales target be set but not landed?
1. High-performance team building method - clear goals
1.Inspiring long-term goals (directional goals).
2.The most valuable medium-term goal (process goal).
3.Short-term goals to be achieved (rational goals).
Second, the four major problems of target management
1.Employee participation is not enough, and the motivation for implementation is not high.
2.Lack of resources.
3.The goal split is not reasonable.
4.Goals change frequently.
Third, the team goal, the united front
Analysis:What is the difference between KPI and OKR?
Case:Let the people who can hear the sound of the cannon make the decisions.
1. okrManagement by Objectives Method
1) Goal-focused approach: Set goals that make students passionate.
2) Five Principles for Goal Setting – Smart
3) Reference method for goal formulation - "PDCA".
4) The three principles of OKR establishment - clear goals, deadlines, and execution teams.
Case:Google Target Design Case Analysis.
Goal Writing Formula
1) Cross quadrant target setting.
2) Bottom-up + top-down goals.
Live Walkthrough:Formulate goals and break down goals in small groups.
Management by Objectives – How to Execute
1) Mental construction before execution.
Grasp clear responsibilities and summarize results
aClear goals: Set goals.
B Time Node: Beer Party.
c. Repeated follow-up: Implement follow-up.
3) Analysis of the factors that cannot be achieved.
Live Walkthrough:Practice + summary of communication decomposition target meeting simulation.
Goal follow-up counseling and implementation
1) Phased follow-up plan.
2) How to counsel and follow up.
Seminar Exercises:Management by Objectives – How to Execute
Lecture 3: High-performance sales team - communication culture and execution improvement
1. Good communication and establish good interpersonal relationships (communication psychology).
1.From the other side's point of view.
2.Be open and positive.
3.Timing.
4.It is not limited to form, and changes dynamically.
5.Long-term persistence.
2. Three steps to empathetic listening
Take a deep breath: Make sure you're not listening with emotion
Quiz:Ability to listen.
1) Listen and speak.
Ask questions: Real-time feedback and timely responses.
1) Open-ended questioning skills.
2) Closed-ended questioning skills.
3) Interactive practice of questioning skills.
How to avoid "ditching" and not "passing".
1) Retelling: Retelling and confirming important information.
2) Process emotions first and then information.
3. Precautions for empathetic communication
1.Body movements are more important than words.
Game:Do as I say.
Different expressions work differently
1) Written language: calm, objective, and precise;
2) Verbal language: simple and direct, credible;
3) Body movements: internal reactions, subjective.
Communication in the ecosystem
1) GROW Counseling: Status Quo + Sense of Responsibility.
2) Don't forget the goal.
3) Reality needs to be addressed.
4) Think about choices.
5) Willingness determines action.
Lecture 4: High-Performance Sales Teams - "Dealing with Problems and Thinking Consistently" (Four Quadrants for Dealing with Problems)
Case:Discussion of classic cases of dealing with problems.
1. Data
1.Gather information: current situation, facts, problems.
2.Avoid bias.
3.Three stands: me, them, bystanders.
2. Analysis
1.The underlying cause of the problem.
2.Deduction ladder:
3. Direction (what needs to be done in general).
1.Tactics.
Brainstorming
1) Generate alternatives.
2) Evaluation. 3) Be careful with the results.
Fourth, the next step
1.Specific actions.
Brainstorming
1) Generate alternatives.
2) Evaluation. 3) Be careful with the results.
Lecture 5: High-performance sales team - positive and negative feedback motivates execution improvement
1. Motivating feedback helps you grow
1.Weekday training is the best feedback.
2.Develop the self-esteem of others.
3.Be wary of the "ladder of reasoning" and avoid harm.
2. Feedback classification: encouraging (positive) feedback, adjusting (negative) feedback
1.Positive feedback detonates the team.
Three levels of positive feedback
1) Indifference.
2) Verbal praise.
3) Praise him and tell him why.
Distinguish feedback
1) Thanks. 2) Recommendations.
3) Evaluation. Level 2 feedback
1) Be specific and request guidance.
2) Request specific feedback.
3) Create an atmosphere by asking questions.
Course summary
1.Combine the four skill strategies.
1) Fucrum: Keep communicating.
2) Individual progress drives the common goal of the team.
2.Key knowledge review.
Q&A: Analyze, discuss, simulate and comment on the difficult problems raised by the students.