Sales Management Training Workshop

There is no bigger challenge in the sales process than moving from the selling side to the sales management side. A successful sales representative needs a thorough understanding of the features, advantages and benefits of the product, and the skills to connect the value of that product with the needs of the customer. However, a successful sales manager must possess all the above skills, plus something more: he or she must be able to effectively organize, motivate, inspire and equip an entire team of sales reps to ever higher levels of productivity. For many sales managers, acquiring these unique organizing, coaching and communication skills can be a daunting task.

Exceptional Sales Management has been designed to teach sales managers and sales coaching staff the effective, best-practice training and coaching skills necessary to build confident, successful sales reps and drive sales team productivity numbers through the roof. During this two-day, hands on sales management training workshop, our professional sales management training instructors will guide you through a highly interactive learning process to help you improve your ability to understand the needs of sales reps, communicate clearly with them, coach them in basic selling skills, set challenging but realistic quotas, conduct important evaluation conversations, and much more. The hands-on nature of this exciting, engaging class will empower you with insights and skills you can use with your team your very first day back on the job.

On-Site Training: Can be tailored to the needs of the client organization and delivered on-site at a time and location of the clients choice.

Objectives:

Participants will learn to:

• Kick off the sales coaching process successfully, so that sales reps clearly understand what is expected of them and how to accomplish it.
• Observe and give feed back to sales representative whether they are face to face with a customer or engaged in a telephone sales call, so that reps can quickly grow their skills during real time situations.
• Evaluate sales call performance in a professional, constructive way to help reps feel supported instead of threatened.
• Conduct pre- and post-sales call coaching sessions and help reps discover their strengths and weaknesses.
• Guide and coach representatives during quota and forecast discussions.
• Manage and document individual sales representative performance.
• Give and receive effective feedback by employing effective communication skills.
• Understand the needs and behavioral styles of different personality types so feedback is given in ways that are in sync with rep’s key needs and motivators.
• Understand and resolve conflict before it escalates into a disruptive influence for the whole team.

For more information and pricing, please complete this form and we will email you a confidential Annotated Outline that will provide you with an hour by hour description of this training seminar.