Sales Training Workshops
Sales Management Workshops
Leading High-Impact Sales
An intensive two-day facilitated course that introduces sales managers to a formal sales system, allowing them to maximize their time while providing a process for organizing sales force activities.
Sales managers must constantly juggle a number of responsibilities and influences, including market volatility, the efforts of their salespeople and organizational expectations (revenue goals). Research shows the typical sales manager is weakest at developing salespeople and analyzing and planning operations. This is due in part, because most sales managers have never needed to plan the work of others or develop other people.
Leading High-Impact Sales is a comprehensive facilitator-led course centered on selecting, developing and supervising salespeople and understanding how to define, plan and analyze salesperson activities. Developed for all levels of sales management, this unique course was designed to allow management to participate with salespeople to define activities for successful sales while providing a level of feedback and structure that the market can not.
After participating in this two-day workshop's 22 skill-building exercises and role plays, sales managers will be better prepared to retain high performers, help their sales forces deal with the objection of price and sell into unpredictable sales cycles, plus much, much more.
The highly-interactive workshop, Leading High-Impact Sales, will teach participants:
DAY 1:
- The four key activities of sales management
- The Revenue Assurance Model and its components
- The four critical factors of salesperson performance
- How to train your sales staff for maximum effectiveness in sales skills and product knowledge
- How to create and implement Personal Business Plans and Checklists for your sales staff
- The Sales Performance Classification Matrix to determine areas of needed improvement
DAY 2:
- The five-step COACHing model to improve salesperson performance
- How to assess salesperson performance both objectively and subjectively
- Hiring strategies to find the right people for your team
- Skills for leading and retaining your top performers
- How to develop your own personal Sales Management Plan
Program length:
2-day session
Who should attend:
All levels of sales management in business-to-business selling environments, including those who oversee telephone sales representatives, field sales representatives and customer service representatives who are required to up-sell or cross-sell products or services.
Sales Management Workshops
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New! High-Impact Presentations
A one-day course designed to help field salespeople and technical experts gain the skills they need to develop and deliver an effective and powerful sales presentation.
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Leading High-Impact Sales
An intensive two-day course that introduces sales managers to a formal sales system, allowing them to maximize their time while providing a process for organizing sales force activities.