The aim of the developmental management skills workshop is to provide you with an in-depth look at some key sales management/supervisory activities that can be undertaken in the field to assess improve and develop the performance of advisors and in doing so drive business results. The areas covered include
- The importance of measuring both outputs and inputs – how do you do it?
- An observed call process of best practice
- The pre-call briefing and setting an advisor up for a successful outcome to a client meeting
- What to do and what to avoid when observing an advisor in a client meeting
- The post-call debrief including techniques and tips for effective developmental feedback
- Coaching – what do we mean? What are the benefits of coaching? A practical way of coaching an advisor on his/her skills
A key part of the workshop is the opportunity to practise and hone skills through realistic role-play scenarios.
For those already working in a sales management/supervisory role, this workshop is ideal. It will provide an opportunity to review your current practices and through the sharing of good industry and non-industry practice, and to consider how you can improve your developmental management skills for the benefit of your advisors, your firm and you.
Who will benefit from this course?
Sales managers or supervisors who want to review and enhance their developmental management skills.
Duration
The course will be developed in partnership and tailored to meet the specific needs of the IFA firm. The duration will be between 0.5 day and 2 days.
More information
Please contact your Scottish Widows Representative for more information.
