The Selling Manager

1 CRB Credit

Whether a temporary situation or a blended role by design, the job of a selling manager is complex.  In a smaller or start-up operation, managers may need to supplement their income by selling.  For others, the combined role may offer the opportunity to test the waters of a management career before making a permanent move.  Some selling managers feel the unique role allows them the opportunity to be closer to the field in which their agents operate, thereby fostering better office relationships.  Regardless of the circumstances, selling managers face many of the same challenges as their non-selling counterparts.  This program explores the unique role of a selling manager and the day-to-day and long-term strategies that are necessary for success.

Topics explored:

ROLE CLARIFICATION

• Recruiting
• Training
• Sales Meetings
• Production Tracking
• Communication / Coaching

CREATING SYSTEMS

• Effective Communication
• Prioritization of Activities
• Identification of Resources
• Time and Report Tracking
• Delegation

PLANNING FOR SUCCESS

• Handling Referrals / Floor time
• Establishing Sales Goals
• Planning Your Time
• Use of an Assistant or Secretary
• Looking to the Future
• Creating an Action Plan for Implementation