"Our primary objective was to provide our sales managers with a proven system for effective sales management. We wanted them to rethink the way they approach their leadership responsibilities. We accomplished these objectives, and much more. I would heartily recommend your program to any organization seeking to increase sales management effectiveness.....except our competitors!"

Sales Training & Development
Siebel Systems, Inc.

Master the seven components for maximizing sales management effectiveness in this powerful, interactive workshop.

A contemporary management system for developing high performance sales organizations.

Sales driven organizations are becoming increasingly dependent on effective sales management at every level. By installing this 7 step sales management system, you can leverage this critical function in your organization. This program contains practical and proven solutions that result in higher revenues, lower turnover and improved profitability. The goal of this course is to maximize your business performance by helping you build and sustain competitive advantage.

1.  Awareness
Any improvement process must first begin with an introspective look at the current mindset & attributes that may be restricting maximum effectiveness.

• Dealing With High Velocity Change
• Becoming Proactive
• Thinking Like A Leader

2.  Return On Effort
Time is a limited resource. Gain power in every hour.

• Setting Priorities
• Managing Information For Better Decision Making
• Building a Tactical Plan & Taking Control Of Your Time

3.  Recruiting & Selection
Building a high performing sales organization begins by attracting & selecting high quality salespeople.

• Creative Sourcing to Increase Applicant Flow
• Differentiating Your Opportunity in a Competitive Environment
• The Selection Process
• Faster Ramp Up Time

4.  Performance Coaching
Leadership is the ability to coach each individual & the team to reach the next level.

• Installing Performance Standards and Communicating Expectations
• Coaching Model: Partnering for Success
• Field Coaching and Coaching Remote Employees
• Delegation
• How to Provide Positive and Corrective Feedback
• Termination Skills

5.  Communication
Effective communication accelerates employee growth by creating an environment that fosters greatness.

• Understanding Sales Person Motivation
• Conducting Meetings With Impact For Greater Results
• Delivering Sales Training Worth Attending

6.  Commitment
Personal development is dependant on the ability to integrate new management behaviors in your existing culture.

• The 6-step Planning Process
• Installing your 90 Day Implementation Plan

7.  Leadership
Expect the best from others only after expecting the best from yourself.

• Identify Leadership Competencies
• Clatifying Your Leadership Strengths and Developmental Needs
• Identify Common Political Mistakes Managers Make
• Create an Action Plan for Leadership Development