Sales Management Training

GROWING AND MANAGING CURRENT CUSTOMERS

  • Knowing what questions must be asked of new and long term customers to get more business and not lose what we have
  • Debriefing your sales people
  • Helping your sales people to prospect
  • Setting expectations to grow; if something goes wrong
  • “Platforms” – new account acquisition strategy

MASTERING YOUR LEADERSHIP SKILLS

  • Supervising
  • Coaching
  • Training
  • Mentoring
  • Delegating
  • “On Boarding” New Sales People
  • Goals to make with new people
  • Managing Marginal Performers
  • Guidelines for Termination

UNDERSTANDING YOUR PEOPLE

  • Helping your team to get through slumps
  • Overcoming Fears of…(risk, rejection, the unknown, embarrassment, being judged)
  • Recognizing when you/your people are stuck in comfort zones and how to break out of them
  • Knowing what makes each of your people “Tick”
  • Working with different personality types

 

IMPROVING COMMUNICATIONS

  • Helping Your People Realize Your Vision
  • Improving Listening Skills using the 20/2/2 Rule
  • Developing a “Sales Tough” Mentality
  • Running Effective Sales Meetings Using Systematic Approaches
  • Conflict Management – The 165/600 Rule
  • Maximizing time – Top 10 Time Management Systems Used Today
  • Advanced Email skills to communicate better
  • DISC personality profiling

NEGOTIATION STRATEGIES FOR SALES MANAGERS

  • Biggest negotiation mistakes to avoid
  • How to give discounts without hurting your profits
  • Rules for effective negotiations – The “5” Step System
  • Simple Strategies and Tactics to use daily
  • Negotiation Tactics used on you; and how to overcome them
  • What questions to ask to avoid negotiations to begin with

MANAGING SPECIAL SALES SITUATIONS

  • Selling to Multiple Decision Makers
  • How to Pre-Brief and Debrief the Sales Call – ASC Learning Method
  • Managing the Proposal Process
  • How to get meetings with decision makers
  • Selling when your pricing is the highest
  • Selling when your pricing is in the middle

 

RECRUITING, INTERVIEWING, TESTING AND HIRING STRONGER SALES PEOPLE

  • Advanced templates for finding strong salespeople
  • Writing the ad to attract strong salespeople and where to place it
  • Interviewing Strategies (telephone and face to face) and templating
  • Interviewing Mistakes and how to avoid them
  • Using Sales Candidate Screenings and Evaluations for hiring
  • Hiring to fit your company culture

EFFECTIVE COACHING

  • Understanding the “what’s and how’s” of coaching salespeople
  • Effective questions that hold salespeople accountable
  • Fixing common sales problems
    • Call reluctance; Referral Generation
    • Inability to qualify prospects
    • Talking too much; talking about the wrong things
    • Closing skills
    • Excuse making
  • Teaching them how to ask better questions
  • How to have “tough” conversations with salespeople
  • “ASC template” for motivating salespeople

KEY PERFORMANCE INDICATORS

  • Developing expectations with your people
  • Goal and quota setting
  • Accountability, tracking, performance reviews/CRM
  • Motivational strategies
  • Driving behaviors – for all 4 styles of salespeople