Sales management training program that provides frontline sales managers with proven skills, knowledge and tools they need to drive bottom line performance. This in-depth program includes self-assessments and covers four critical sales management abilities: managing sales performance, sales coaching, sales leadership, and recruiting and selecting sales "STARs." High Impact Sales Manager is a complete training program that includes assessment, customization, engaging training, and ongoing reinforcement.
Sales management training program that provides frontline sales managers with proven skills, knowledge and tools they need to drive bottom line performance. This in-depth program includes self-assessments and covers four critical sales management abilities: managing sales performance, sales coaching, sales leadership, and recruiting and selecting sales "STARs." High Impact Sales Manager is a complete training program that includes assessment, customization, engaging training, and ongoing reinforcement.
How Sales Managers Will Benefit
Improve sales results by implementing a behaviorally based performance management system
Learn how to prioritize management actions
Develop the full potential of your team with proven sales coaching techniques
Overcome resistance to coaching
Develop your leadership skills and leadership style
Motivate each member of your sales team
Build a team of high performing sales professionals
How Sales Managers Will Benefit
Improve sales results by implementing a behaviorally based performance management system
Learn how to prioritize management actions
Develop the full potential of your team with proven sales coaching techniques
Overcome resistance to coaching
Develop your leadership skills and leadership style
Motivate each member of your sales team
Build a team of high performing sales professionals
Managing Sales Performance
Role of the Sales Manager
Understanding the role of a sales manager
Identifying the characteristics of a high-performing sales organization
How to create performance partnerships with sales reps
Managing Behaviors and Results
Distinguishing between behaviors and results
Benefits of using a behavior based management system
Defining performance to include both behaviors and results
Implementing the Sales Performance System
Benefits of a systematic approach to managing sales teams
Monitoring 10 Critical Success Factors for better sales results
Establishing performance expectations
Monitoring gains and gaps in sales performance
Determining causes of performance gaps
Distinguishing between behaviors and judgments when monitoring a sales rep’s performance
Taking appropriate management actions
Using Sales Performance Causes/Actions decision tool
Factors in setting priorities for management actions
Using Development Action Plans and Sales Team Performance Analysis tools
Managing the Sales Pipeline
Three-step process to improve forecast accuracy
Identifying customer-centric stage criteria
Tracking the velocity of your sales pipeline
Coaching reps to effectively advance opportunities
Red flags that lead to stalled opportunities
Managing Sales Performance Tools
Sales Performance System
Sales Team Performance Analysis
Causes/Actions Flow Chart
Development Action Plan
Sales Coaching
Managing vs. Coaching
Coaching Activity Profile self-assessment
Managing vs. Coaching
Benefits of sales coaching and how it can improve results
Developing a Coaching Mindset
Using the Sales Skills Profile to assess your team
When to use sales coaching and when to use other management actions
Attributes of great coaches
Developing a coaching mindset using the 3A’s mindset
Improving active listening skills
Discussing Performance Issues
Analyzing sales skills: strengths, development needs, and areas to investigate
Discussing development needs using the ABC model
Resolving disagreements
Sales Coaching Model
Overview of five-step sales coaching model
developing your coaching plan
developing focused coaching objectives
performing a pre-call briefing to properly set expectations
Best role for a sales manager during a sales call
When is it appropriate to rescue a rep on a sales call
Conducting productive coaching sessions after the sales call
Using coaching questions to lead self-discovery
gaining a sales rep’s commitment to use new skills
four tactics for overcoming resistance to coaching
.png)
.jpg)
.png)