Comprehensive Sales Management

Leading a sales team is one of the most challenging positions in any company and it requires a unique set of skills.

Comprehensive Sales Management is a sales management skills development 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."

Comprehensive Sales Management is offered as a series of six live online 2-hour sessions:

• Lesson 1: Managing Sales Performance
• Lesson 2: Sales Coaching (part 1)
• Lesson 3: Sales Coaching (part 2)
• Lesson 4: Recruiting & Selecting STARs
• Lesson 5: Sales Leadership (part 1)
• Lesson 6: Sales Leadership (part 2)

Course	Dates /Times	Price	Order
Comprehensive Sales Management	6 Lessons (all times Eastern) Tuesday, 1/25/11, 2:00–4:00 PM Thursday, 1/27/11, 2:00–4:00 PM Tuesday, 2/1/11, 2:00–4:00 PM Thursday, 2/3/11, 2:00–4:00 PM Tuesday, 2/8/11, 2:00–4:00 PM Thursday, 2/10/11, 2:00–4:00 PM	$1,595
Comprehensive Sales Management	6 Lessons (all times Eastern) Tuesday, 3/22/11, 2:00–4:00 PM Thursday, 3/24/11, 2:00–4:00 PM Tuesday, 3/29/11, 2:00–4:00 PM Thursday, 3/31/11, 2:00–4:00 PM Tuesday, 4/5/11, 2:00–4:00 PM Thursday, 4/7/11, 2:00–4:00 PM	$1,595

How You 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
• Allocate coaching time based on ROI
• Develop your leadership skills and leadership style
• Understand what are the motivators for your sales team
• Build a team of great sales professionals

Who Will Benefit

• Sales managers who want to improve their management skills
• Newly promoted sales managers

What You Will Learn

» Managing Sales Performance [click to show/hide more information]

• Developing a behavior-based sales performance system
• Monitoring performance indicators for gains/gaps
• Determining causes of performance gaps
• Taking sales management action
• Setting priorities

» Sales Coaching [click to show/hide more information]

• Developing a coaching plan
• Allocating coaching time based on ROI
• Five-step sales coaching model
• How to observe sales calls
• Conducting productive coaching sessions
• Gaining a commitment to change

» Selecting STARs [click to show/hide more information]

• Developing a systematic hiring process
• Using the STAR profile to define winning sales professionals
• Screening-in the best candidates
• Conducting effective interviews using STAR questions
• Avoiding common interview mistakes

» Sales Leadership [click to show/hide more information]

• Sales management vs. sales leadership
• Creating an effective sales vision
• Developing strategies to achieve goals
• Understanding the ROI decision process
• Enhancing decision making skills
• Influencing the sales team
• Six factors that motivate sales reps
• Improving personal leadership abilities

Live Virtual Classroom

Our online training features highly engaging facilitators, limited class sizes and scenario based learning. Programs are based on SRG's award winning curriculum and include comprehensive workshop manuals, sales tools and planners.

In SRG's virtual classroom, participants can ask questions, conduct role plays and interact with the facilitators and other participants. In addition, participants have replay access to all training after the workshop has been completed.

To learn more, contact an SRG Training Specialist at 1.800.490.0715 (ext. 107) or via email.

QUESTIONS?

• About Comprehensive Sales Management