Instilling Ownership to Maximize Representative Effectiveness

Instilling Ownership to Maximize Representative Effectiveness is an evidence-based, impact-driven workshop designed to help district managers cultivate a sense of territory ownership. Through this process, managers will learn to develop their representatives, ultimately producing more talent for the organization and retaining highly motivated representatives.

This dynamic workshop reveals the benefits of individual accountability
and the strategies that highly effective managers use to create that sense
of territory ownership.

Realize the Impact of Highly Motivated Representatives

District managers will learn to:

• Clarify performance expectations with each representative, including during interviewing, hiring, and on-boarding.
• Link the behaviors of individual representatives to sales results.
• Reinforce the link between behavior and results when discussing territory performance.
• Provide guidance and coaching through problem solving to help representatives learn to manage their territory businesses. 

Expert Design, Ease of Delivery

The design of this workshop allows for rich interaction with peers including opportunities to share their expertise, brainstorm opportunities and obstacles, and solve problems.

The workshop package includes the following coaching and teaching tools:

• Pre-work, including self-assessments
• A facilitator-led workshop, designed to last approximately two hours, with emphasis on field applications and interactivity
• Leader and participant guides to support workshop facilitation
• Individual action planning
• Follow-up activities, including post-assessments