News: Performance Management
Management training 'must include emotional support for team'
19 January 2009
Management training is required to boost sales performance through educating executives in dealing with the emotional needs of their teams, an expert asserts.
Gregory Stebbins, an internationally recognised sales psychologist, tells Sales and Marketing it is crucial for those running a business to help their employees understand what they can change about their approach.
Among the key areas he identifies is their attitudes towards sales in the company, as keeping a positive focus can help them produce strong results.
Meanwhile, Jonathan Farrington, the chairman of the Sales Corporation, tells the news provider it is critical people in management positions roll up their sleeves and get involved.
Key among the skills he highlights is leadership through example and working overtime to keep employees focused and motivated.
"Attitude is, after all, that small thing that makes such a big difference," Mr Farrington states.
Recently, the source reported that Paul Facella, the chief executive of Inside Management, has identified communication training as a way for bosses to be liked by their workforce.
