《打造卓越销售团队》培训课程简介

GMECS Build Strong Sales Team

Training Course Introduction

适合对象 Suitable Participants

企业销售主管（销售总监、销售经理等） Enterprise sales leaders

培训目标 Training Objective

助力销售管理者打造卓越销售团队 Help the sales leaders to build strong sales team

增强销售管理者的管理意识和改变意愿 Enhance the sales leaders management mindsets and willingness to change

为销售管理者分析管理能力提升的路径 Analyze the development path of management skills for sales leaders

为销售管理者构建经验交流和思维共创的平台 Setup the platform for sales leaders to share experiences and co-create solutions

学员收获 Participants Takeaways

明确销售管理者的角色定位 Clarify the Role Position of Sales Leaders

掌握高效实用的专业化管理工具 Grasp the Efficient and Practical Professional Management Tools

拓展积极的销售管理思维模式 Extend Proactive Sales Management Mindsets

了解管理销售团队的先进方法 Know Advanced Methodology of Sales Team Management

建立系统化的销售管理知识体系 Build Systematic Sales Management Knowledge System

把碎片化的经验变成结构化的知识 Turn Fragmented Experience into Structural Knowledge

学会从思维模式入手解决实际问题 Solve Real Problems from Mindset Level

课程形式 Workshop Delivery

两天工作坊 2-day Workshop

采用"培训+引导+顾问+教练"混合式面授方式 Blended training with facilitation, consulting and team coaching

互动式授课，结合逻辑演绎、案例分析、分组讨论、工具演练、头脑风暴和实战咨询 Interactive delivery with logical deductions, case studies, group discussions, tool practices, brainstorming and real problem solving

帮助销售管理者清晰目标，找到差距，通过创新型学习去提升自己的改变意愿，积极付诸行动 Help the participants to clarify development goals, find gaps, form own knowledge system, take actions and make positive changes

课程大纲 Workshop Outlines

第一天 Day One

第一单元：销售管理者的目标定位 Unit 1 – Goal Setting of Sales Leaders

提升方向Development Directions

² 专业化管理的方向和作用

² 销售管理者的责任感

² 管理者的不同类型

² 管理者的层级侧重

² 销售管理者能力提升维度

² Professional Management Directions and Functions

² Sales Leader Responsibilities

² Different Management Styles

² The Focus of Various Levels

² Capabilities Development Dimensions

自我管理 Self Management

² 员工所期望的管理者表现

² 需要避免的工作风格

² 自利利他的价值信念

² 销售管理者的自我激励

² Expected Leader Behavior

² Wrong Working Styles

² Values and Beliefs

² Self Motivation

第二单元：销售管理者的自我认知Unit 2 – Self Awareness of Sales Leaders

上午 Morning

销售管理者的现状分析 Reality Analysis

² 看到自己的盲区

² 销售管理者共同的优势和挑战

² 面对首要挑战的解决方案

² See Self Blind Areas

² Common Strengths and Challenges

² Solution for Key Challenges

午餐 Lunch

第三单元：销售管理者的专业技能 Unit 3 – Basic Skills of Sales Leaders

树立专业化管理心态 Professional Management Mentality

² ACE心态模型与练习

² Mentality Model & Practice

下午 Afternoon

了解自己的管理对象 Understand Your Subordinates

² 管理对象的行为风格

² 行为风格的具体表现

² 管理对象的需求特点

² Their Behavior Styles

² Different Presences

² Their Needs Characteristics

管理辅导的入门技巧 The Basics of Sales Mentoring

² 有力发问的技巧

² 积极聆听的原则

² 高效反馈的方法

² 全面沟通的逻辑层次

² 管理辅导的通用流程

² Ask Power Questions

² The Proactive Listening Principles

² Efficient Feedback Methods

² Overall Communication Logical Layers

² The General Mentoring Process

管理辅导的实用工具 The Practical Tools of Sales Mentoring

² 绩效成果的结构化总结

² 绩效行为的激励式评价

² 如何达成目标策略共识

² 了解业务进展引导改进思路

² 从问题中挖掘需求和对策

² The Structural Summary of Sales Performance

² The Inspiring Evaluation of Sales Behavior

² How to Reach Consensus on Goals & Strategies

² Understand Sales Progress and Lead Improvement

² Explore Needs from Problems

小结 Summary

² 关键词小结

² Key Words Summary

第二天 Day Two

复盘 Replay

² 开场能量圈

² Energy Circle

第四单元：销售管理者的进阶技能 Unit 4 – Advanced Skills of Sales Leaders

销售管理者的思维提升 Thinking Enhancement

² 管理者的思维框架

² 目标导向的思维习惯

² 团队管理的全局视角

² 培养自己的洞察力

² 发挥认可的作用

² Management Mindset Frames

² Goal Oriented Thinking Habits

² Overall Perspectives of Team Management

² Enhance Self Insights

² The Functions of Recognition

上午 Morning

销售管理者的思维应用场景 Thinking Application Scenarios

² 对下属施加建设性压力

² 拓展下属的思维与视角

² 有效处理抱怨与冲突

² 重塑下属的限制性观点

² 如何对下属持续进行辅导

² 销售管理者辅导对话练习

² How to Shape Constructive Tensions

² How to Explore Mindsets and Perspectives

² How to Process Complaints and Conflicts

² How to Reframe Limited Viewpoints

² How to Mentor Continuously

² 1-on-1 Mentoring Practices

午餐 Lunch

第五单元：销售管理者的实战技能 Unit 5 – Practicing Skills of Sales Leaders

销售管理者的实战应用工具

Practical Application Tools

² 销售团队策略规划

² 销售团队执行管理

² 销售团队情境式管理

² Sales Team Strategic Planning

² Sales Team Execution Management

² Sale Team Situational Management

第六单元：销售管理者的行动学习 Unit 6 – Action Learning of Sales Leaders

销售管理者实战咨询会 Sales Leader Peer Advisory Meeting for Real Problem Solving

² 课题范围：团队管理、项目攻关、跨部门沟通、团队协作与冲突解决等

² 实战课题选择

² 核心问题探究

² 关键因素解析

² 解决方案精思

² 思维心得萃取

² Case Scope: Team Management, Sales Account Handling, Cross-function Communication, Collaboration & Conflicts Handling, etc.

² Choose Real Case

² Explore Bull-eye Problem

² Analyze Key Factors

² Co-create Solutions

² Extract Mindsets

总结 Wrap-up

² 学员分享收获与感受

² Learnings & Takeaways Sharing