One of the common patterns the Samurai Sensei observed in under-performing sales organizations was their belief in the "Management Myth"; which is simply the belief that when a top performer is promoted to manager, it is assumed that the new manager will instinctively have all the skills and knowledge needed to be a good manager. This is simply not the case, and the results were, all too often, disastrous.

Additionally, it was normal for these organizations to have no training and development process for their managers. Each manager was left to "figure it out" by themselves. Not surprisingly, this led to haphazard approaches that only exacerbated the downward spiral.

Shogun Sales Management Mastery Series™ is a methodology that can be adapted to an organization's unique markets and conditions. It provides sales managers with the framework, insights, skills, metrics, and tools to easily and accurately manage and monitor the performance of the organization and to effectively lead their teams to optimal performance.

The training program is based on the Harvard Adult Learning Model, which utilizes an adult's life experiences and critical thinking skills to expedite the learning process. The training includes introduction to concepts, interactive discussions of how the concepts can be applied to everyday situations, role plays, exercises, debriefing of actual situations, and on-going coaching during the learning process.

The program is comprised of 12 sessions. Topics include:

Management Roles

This segment provides an understanding of the various roles a manager plays and identifies the functions of each role and when to operate in each role. Skills that are necessary to effectively perform the various roles will be introduced and refined.

Marketing

This segment identifies the key elements that drive an industry and market, and also form the basis for the development and implementation of a tactical marketing plan. Topics include: ideal client profile, positioning, messaging, and lead generation.

Sales Process

This segment explains how to implementing a sales infrastructure and tactical framework that will enable the company to efficiently and effectively exploit and leverage market opportunities. Topics include: sales force structure, sales cycle modeling, pipeline management, and accurate sales forecasting.

Hiring Process

Bringing the right people onto the team is the most important decision a manager faces. This segment focuses on finding the right person for the job and eliminating turnover. Interviewing techniques and skills will be introduced and developed. Topics include: the formalized hiring process, practical job descriptions, the ideal candidate profile, screening, interviewing, assessing, recruiting, and on-boarding.

Personnel Management

This segment discusses how to create a high performance environment that breeds excellence and superior results. Topics include: compensation plans that drive superior performance, objective performance measurement, increasing personal accountability, team focus, clarity of communications, and eliciting employee "buy-in".

Leadership

This section provides the knowledge and skills needed to develop a clear vision of the future of the company and to achieve that vision through the efforts of the employees. Topics include: leadership styles, the four strategies of leadership, establishing and maintaining a positive culture, and turning employees into evangelists.