Training For Sales Managers

Training For Sales Managers is an all encompassing proven effective course designed to show immediate results. The sales manager will learn how to hire, coach and build a team where more than 80% of the team is contributing towards sales targets. This course is built around best demonstrated practices to;

  • Get more production from the sales team with better manager/employee relations
  • Manage the Sales Pipeline and eliminate “dead” opportunities
  • Coach to build a team of independent and accountable sales executives
  • Hire star performers with a” must have” sales Interviewing process
  • Get more “Selling Time” out of the month from the sales team
  • Manage any Under Performers
  • Set Performance Improvement Objectives
  • Have highly productive “In-the- Field” Developmental Ride Alongs
  • Take Star Performers to the next level
  • Conduct inspiring Sales Meetings

Target Audience: This course is for all new and experienced sales managers who need to increase sales rep participation, meet sales targets consistently and hire, develop and train team members for winning results.

 Length: 2 1/2 Days

Key Topics Covered:

  • Sales Manager Relevancy for Better Manager/Employee Relations
    • Know what Matters Most to Employees
    • Understand what Impacts Employee Morale and Productivity Most
    • Skills for Building Relationships every person on the team
    • Treating employees Fairly and Equally
    • Manage change by keep employees informed
    • Impact of Leader Behaviors – It’s not just what you say it’s what they see
  • Sales Coaching Process: The PEAK Method to develop responsible, accountable sales executives
    • Purpose
    • Experience
    • Alternatives
    • Key to Solutions
  • Managing Sales Performers – Different strokes for different folks
    • Assess Individual Sales Performers
    • Manage Different Performer Types – Coaster, Eager Beaver , Troubler, Rock Star
    • Manage Under Performers
    • Create development plans for each member of your team
    • Know when to “Cut Bait” or when keep a non-performer around

 

  • Getting More “Selling Time” Out of The Sales Team
    • High Value Sales Tasks
    • Low Value Sales Tasks
    • Working Smart with Social and Professional Media, Territory Management
    • Time Wasters
    • Territory Planning
  • Conducting Inspiring and Effective Team Meetings
    • Planning
    • Energizing
    • Communicating
    • Engaging
    • Recognizing
    • Training
  • Sales Manager – Effective Communication Skills
    • How do you come across to your employees?
    • Your Intentions Vs Your Observed Behaviors
    • Non-verbal Communication Skills – Eye Contact, Tone of Voice, Body Language
    • Questions that Build Independence – Your people have the answers, go get them
  • Setting Performance Objectives
    • Used for the sales person who should know what to do but just isn’t doing it
    • Clearly describes specific performance areas needing improvement
    • Maintains self esteem while setting defined objectives, criteria and timeframe for improving performance areas
    • Achieves “True” commitment while holding the sales person accountable
  • Developmental In-The-Field Ride Alongs
    • Types of Ride Alongs: Coaching & Joint Selling
    • Post Sales Call – Debrief (best methods for discussing “What Happened”
    • The “Coaching” Ride Along Process: Sales managers learn to avoid “taking over” the meeting.
    • The “Joint Selling” Ride Along Process: Joint sales calls are where both the Account Executive and Sales Manager share equal roles to secure the deal. Much can happen to sabotage the call if not done effectively.

 

 

 

Pricing:  $8,500 (includes participant course book, assessments, reinforcement tools, plus 2, 60 minute follow up sessions 30, 60, or 90 days post training) Travel & Expenses are not included.