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| MANAGEMENT SKILLS |
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| Activity Based Selling (ABS™) |
Description:
- The Activity Based Selling management system provides brokerage owners and sales managers with everything they need to develop new and direct existing producers to excel at selling new business and still have quality control and E&O avoidance. This program is designed to assist all sizes of brokers who wish to build a foundation for growth through the activity of producers.
Participants Will Learn:
- To use sales plans.
- Appropriate ways to monitor account allocation.
- Lead generation techniques.
- Sales practice standardization (use of producer employment guide).
- Use of target measurements and accountability.
- How to put E&O control in place.
- Producer time management protocols, workflow and documentation to audit and review producers, structure of sales meetings to produce results, producer compensation benchmarks, restrictive covenants and staff org chart for developing a dynamic sales department.
ABS™ Training:
- Enables sales managers and principals to establish a solid infrastructure from which to implement an aggressive sales program for producers.
- Provides managers with the tools to know when producers are struggling and the coaching techniques to assist them.
- Gives producers a track to run on every day to ensure success.
- Presents effective time management guidelines to ensure a good balance is achieved between time spent on new business and service of existing accounts.
Participants in this 2 day session will take away a template to assist them with the management of producers and to develop sales people quickly and get them out the door selling profitable business.
Interactive:
- Through brain based accelerated learning techniques, participants use the information every 30 minutes,
ensuring that everyone has a chance to use the methods introduced. The participants are involved in group,
and individual activities as their skills increase.
Practical Application:
- Adult education is only valuable when it can make a difference on the job the next day. Our unique
homework plan can ensure that participants will think about the material for weeks.
Format:
- Training will take place on the premises of the client or another location selected.
Fees:
- Our fees for training services are billed at $150 per student per day, subject to a minimum fee of
$2,500 per day plus out-of- pocket expenses, including airfare, hotel, transportation and training
facilities.
Duration:
Contact:
| Karen Rutherford | Telephone: (416) 368-7990 |
| 200 University Avenue, | Facsimile: (416) 368-0886 |
| 14th Floor | E-Mail: training@cooksonwalker.on.ca |
| Toronto, Ontario | |
| M5H 3C6 | |
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Related Training Seminars:- Managing Effort: Getting Results
This program is designed to help managers improve performance and results through training, coaching and facilitating the development of their staff as responsible self-managers. - Coaching, Mentoring, Training
This program will help managers and supervisors understand the different roles and responsibilities of coaching, mentoring, and training. - Strategic Thinking and the Skill of Mind Mapping
Mind Mapping is an effective, easy-to-learn skill that has multiple applications in a business environment. - Dealing with Difficult People
Every day in the work place, we are expected to manage relationships, which may involve stressful interactions with people and/or situations.
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