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COURSE OUTLINE

I. Introduction and Background Traditional Sales and Sales Management Material
     
  Mastering Business Development® and Guaranteeing Revenue Results®
     
II. Task #1: Analyzing Business Development Potential
     
  1. The Four Types of "Sales" Behavior
  2. The Four Types of Managers
  3. Understanding Business Environments
  4. Four Critical Questions Regarding Leadership Potential
  5. Understanding the Role of the Business Development Professional
     
III. Task #2: Analyzing Personal and Professional Maturity
     
  6. Understanding and Managing Role Confusion
  7. The Eight Rules of Identity/Role Management
  8. Transactional Analysis
  9. The Responsibilities of the Individual
  10. How to "Coach a Call"
       
IV. Task #3: Finding, Recruiting, Interviewing and Hiring Business Development Professionals
       
  11. Recruiting Business Development Professionals
  12. Business Development Capability in a Candidate
  13. The Importance of the Interview Process
  14. Suggestions for the Interview
  15. Purpose for the Interview
  16. Characteristics of Successful Individuals
       
V. Task #4: Developing Sales Professionals in the Mental Discipline of Business Development
       
  17. Answering the Key Questions about Goal Setting
  18. The First Rule of Goal Setting: The Lifeline
  19. A Successful Goal-Setting Process
  20. Motivating Individuals in Business Development
     
VI. Task #5: Empowering Your Business Development Team To Grow
       
  21. A 12-Week Success Plan for Newly Hired Individuals in the Role of Business Development
  22. Teaching Individuals the Mental Discipline of Business Development
  23. What the Company Has the Right to Expect
  24. The Need for Approval vs. Wanting Approval
  25. How to Move to an Independent Position
  26. The Motivation Formula
       
VII. Task #6: Guaranteeing Business Results
       
  27. The Coaching Process
  28. The Counseling Process
  29. The Modeling Process
  30. The Mentoring Process
  31. Where Does the Manager Find Support
  32. How to Measure Results
  33. Building a Foundation of Trust and Interdependence
  34. Transference
  35. The First Rule of Business Development: Focus on What They Do, Not What They Say
  36. Recognizing and Correcting Repetitive, Nonproductive Behavior
     
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