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Neuberger and Company, Inc. | Baltimore, MD and Arizona

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Strategic Sales Management Schedule

Date Topic Description
August 17 Fast Track New Hires: Hiring Tools and Best Practices Managers will learn to make sound hiring decisions and avoid the costly error of hiring the wrong person. They will learn to find and hire the best-fit candidate for any opening they need to fill in their departments.
September 14 Delegation - The Systematic Way There are sales managers who want to do everything themselves and spend more time selling than helping their team develop and deliver. With so many hats to wear and ever-increasing pressure on a sales manager to deliver results, those that seek assistance from inside and outside their team enjoy the greatest success. Delegation allows you to focus on the key outcomes of your sales team and can be a basic driver of business growth and success.
October 19 Conflict Management If you have team conflict, it's likely driven by poor attitude or lack of motivation. And you want to think about performance counseling as one of the tools you'll use to address that type of situation. Some of the symptoms you'll see when you might need performance counseling is if you're seeing excessive complaining by one of your members of your sales team, or you're seeing a sales person making negative comments about your company, about you, or about another employee—and that would be a driver of conflict.
November 16 Launching Your Personal Success Managers will learn how to structure a performance review, how to cover measurable data, and conveying positive or negative conclusions to sales producers that support their personal success.
December 14 Building Team Development Plans Supervision draws upon the manager’s authority and expertise. The manager interprets the feedback with each employee and identifies new initiatives, changes in direction, and/or the need for increased effort. This, in turn, leads to new or revised action steps and continued tracking. The manager will learn to continuously monitor, record, and assess significant activities. The manager will learn to evaluate, guide, and motivate with authority. The manager will also be able to identify necessary coaching, mentoring, and training for each member of the team to engage each person in a process of continuous improvement.