BUILDING THE BEST:  A DISTRICT SALES MANAGER
DEVELOPMENT PROCESS, WORKSHOP I                                   SR397


This workshop will provide a systematic and individual assessment of a
manager's skill strengths and areas for improvement in the following
key competency areas: Sales Leadership, Strategic Ability, Executive
Skills, Results- Oriented Focus, and People Management.

This workshop will give the District Sales Manager the opportunity to
build skills in these competency areas through feedback, one-on-one
coaching, instruction, and experimentation with new
management/leadership behaviors via role playing.

STUDENT PROFILE:
All CSO/Americas District Managers

PREREQUISITES:
Prestudy sent upon registration.

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of the workshop, the manager will have a clear
understanding of their performance in the above key competencies from
several points of view
     o     their own perception
     o     their manager's perception
     o     their subordinate's perception
     o     their peer's perception (others who work
           regularly with him/her)
     o     an independent assessor's perception via
           observation throughout the workshop

The manager will then take this feedback to his/her manager and work
together on an overall individual development plan to address the
identified key development areas.

COURSE OUTLINE:
All simulations within this workshop not only model the CSO/Americas
Sales Organization of today, but model the sales organization of the
future.  All partcipants will perform each simulation individually and
will be observed by an independent assessor who will give individual
feedback and coaching on skill strengths and areas of development.
Each simulation section will allow the manager to participate in a
simulation scenario, receive feedback on observed skill behavior in
that simulation, receive instruction, and then have the opportunity to
use the feedback and instruction to practice and experiment with those
skills in another similar simulation scenario.  This workshop is
divided into the following sections:

Intro:        Opening Statements
Section 1     Individual Survey Feedback
Section 2     Performance Management Simulation
              - Simulation I
              - Instruction
              - Individual Feedback & Coaching
              - Simulation II
Section 3     In Basket/Team Meeting Simulation
              - Simulation I
              - Instruction
              - Individual Feedback & Coaching
              - Simulation II
Section 4     Customer Contact Simulation
              - Simulation I
              - Instruction
              - Individual Feedback & Coaching
              - Simulation II
Section 5     Individual Summary Feedback
Section 6     Individual Development Planning
Section 7     Evaluation & Closing Session



TESTING PROCESS:
Survey and feedback to be used as a basi`s for individual development
plan.

FORMAT:        Classroom
LOCATION:      Two sites TBD; check Field Training Hotline calendar for
               dates and locations.
LENGTH:        3 Days
AVAILABILITY:  Check Field Training Hotline Calendar
LANGUAGE:      English
EQUIPMENT:     N/A
CLASS SIZE:    12 Maximum, 8 Minimum
REGISTRATION:  Register on TMS via Field Development
QUESTIONS:     Contact your Field Development Manager
PROJECT MGR:   Pat Creighton, Telnet or (408) 447-4254