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.
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.
The term “Sales Presentation” conjures up the image of a salesman with sweating palms, knocking knees and squeaky voice addressing a committee of scowling senior executives impatiently checking their watches. It may also drum up an uncomfortable image of a presenter with a disengaging monotone and too many Power Point slides in a hot and stuffy room. But sales presentations don’t need to be this way, they can contain well designed and paced visuals and engaging presentation techniques to capture and keep the audience’s attention. Sales presentations can include executives at rapt attention, and a comfortable, relaxed and in-charge salesperson presenter. The techniques required to turn the truly excruciating meeting into the highly successful sales presentation are contained in our course High-Impact Presentations.
High-Impact Presentations is an interactive, facilitator-led training workshop designed to educate sales professionals on the art of a truly good, well-received and effective sales presentation. This workshop is centered on a customizable case study and a series of sequential steps to preparing and delivering a world-class presentation. The workshop features a five-step presentation model, and the tools and techniques used by professional presenters.
Upon completion of this course participants will have mastered five primary skills:
- Techniques and methods to develop a presentation
- How to customize a presentation for a particular client or customer
- How to incorporate and use interactivity during the presentation
- Methods to make the presentation memorable
- Techniques and practical, down-to-earth instructions on how to deliver a successful and powerful presentation
High-Impact Presentations Session Objectives:
- Introduce you to the 5-step High-Impact Presentation model
- Identify ways to develop your presentation
- Learn how to customize the presentation for a particular customer or client.
- Learn to incorporate interactive elements into the presentation.
- Make your presentation memorable and actionable for the audience.
- Deliver a successful presentation that meets your objectives.
If you have ever cringed or winced when you heard one of your salespeople announce they are scheduled to make a formal presentation, High-Impact Presentations is the course for your organization.
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