Objective: To help sales managers understand their role and to focus on the key areas of building a motivated and hard charging sales force in an environment that is under constant change and pressure.
Effective sales management requires the following:
- Selection of the right people
- Defining and establishing clear expectations and goals
- Getting everyone on the same “playbook”
- Training, coaching, motivating and holding people accountable.
Outcome: Every manager will leave with an implementation plan for the key areas to run their business.
Modules:
- New Sales Manager Exercise: Identify and prioritize the six key areas that a sales manager should focus on.
- How Front Line Managers Spend Their Time: Understand the key areas and the % of time where front line managers should concentrate.
- Business Growth: Understand the 3 ways to grow a business.
- Developing a Sales Plan: Understand how to develop sales plan and territory strategy. How to identify your “Ideal Prospect.” How to strategize a complex sale. How to help a salesperson manage their time more effectively. Develop an action plan for your sales team.
- Understanding the Sales Management Process: Overview of the Sales Management Process. Importance of Sales Process. Identifying of individual training needs and developing a training plan.
- “First Break All the Rules” Understand how great managers think. Learn how to measure the strength of a workplace. Understand the differences between skills, knowledge and talent.
- Expectations and Accountability: Understanding your key strategic indicators. Learn what is required to track and evaluate the strategic indicators. Forecasting and pipeline management. Setting expectations. How to hold a new hire accountable.
- Motivation - Understanding Your People: DISC and Personal Interests, Attitudes and Values: Understanding the strengths and motivators of each individual and what makes them unique.
- Motivation - Setting and Achieving Goals: Develop a motivational plan for each salesperson. Understand how to get the best from each employee. How to help your people set SMART goals.
- Coaching Skills: How to coach the experienced sales representative through Common Sense Selling. Rules for giving feedback. Developing a plan for each employee. Conducting performance reviews.
- Hiring and Termination: How to identify your ideal candidate. How to conduct the interview and the questions to ask.
Investment: $2495 per person
Date: Wednesday and Thursday, May 28-29, 2008 from 8:30 am to 5:00 pm.
Location: Whetstone Group Training Center, 3934 Murphy Canyon Road, Suite B-200, San Diego, CA 92123
Information: To sign up or to learn more about this innovative selling seminar, please feel free to contact us at 800-235-2816 or at info@whetstonegroup.com.
We'll look forward to hearing from you!
