Our Sales Management Leadership program is designed to develop well-rounded sales managers who know how to build elite sales teams. Participants have the opportunity to learn new skills and hone existing skills, and will come away with a 90-day personal action plan for improvement.
Program Content
The course covers a wider range of skills and knowledge than is typically found in sales management programs:
- Priority setting and implementation
- Getting a better return on effort
- Stop firefighting
- Proactive not reactive management
- Time management & priorities
- Adopt the leadership mindset
- Better coaching of sales skills
- Diagnose problems in skill vs. will
- Implement the plan & follow-up
- Impact counseling skills, when necessary
- Better coaching of the sales process
- Exercises tailored to the sales process (yours or ours)
- Pre-call planning
- Post-call coaching discussions
- Next step development plan
- Improving sales team culture
- Communication, motivation & retention strategies
- How to coach attitudes, not just skills
- Improved recruitment and selection
Click to see the detailed agenda for the next open enrollment seminar.
Who Should Attend
- Regional sales managers
- Sales managers
- Executives
- VP sales
- Sales manager candidates
Delivery
Available in a 2-day workshop—public (open enrollment) or in-house—or in a customized 3- to 6-month development program, starting with a 2-day in-house workshop reinforced by online coaching, web conference calls, and a 1-day implementation follow-up workshop.
Program Benefits
- More highly skilled and inspirational sales management
- Get your sales management team on the same page
- Improved time management—fewer disruptions and more time for coaching
- Improved coaching
- Better recruitment, selection, and training of salespeople
- Each participant develops their own 90-day action plan for improvement
- Improved productivity and morale of your sales force
