Comprehensive Sales Management

SRG’s Comprehensive Sales Management is a four part sales management development program that provides frontline sales managers with the skills, knowledge and tools they need to achieve great sales results from their sales teams. This in-depth program consists of four sales management workshops: Sales Coaching, Managing Sales Performance, Recruiting & Selecting STARs, and Sales Leadership.

Who Will Benefit:

Experienced and newly promoted sales managers.

Managing Sales Performance

To effectively manage performance, accelerate sales growth, and minimize turnover, sales managers need a systematic approach to managing sales teams.

Managing Sales Performance helps sales managers achieve better results by managing performance with a behavior based sales management system. This program provides sales managers with the skills and tools they need to establish expectations, identify gains and gaps in performance and understand their causes, and identify specific actions to improve performance.

Sales managers will learn critical management skills, including:

Role of the Sales Manager in a High-Performing Organization

Understanding the role of a sales manager in the sales organization
Identifying the characteristics of a high-performing sales organization
Role of a performance partnership in 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 a Sales Performance System

Benefits of a systematic approach to managing sales teams
Overview of the Sales Performance System
Monitoring 10 Critical Success Factors for better sales results
Establishing performance expectations
How to monitor Critical Success Factors
Identifying Performance Indicators that are associated with each Critical Success Factor
Monitoring gains and gaps in sales performance
Introduction to Sales Team Performance Analysis
Determining causes of performance gaps
Distinguishing between causes that are specific to the sales rep vs. causes outside of their control
Distinguishing between behaviors and judgments when monitoring a sales rep’s performance and providing feedback
Taking appropriate management actions to reinforce gains or eliminate gaps
Using Sales Performance Causes/Actions decision tool
Factors in setting priorities for management actions
Using Development Action Plans and Sales Team Performance Analysis tools

Length: 2 hours

Sales Coaching

Just like great athletes, sales professionals need consistent and targeted coaching to help them improve sales performance.

Sales Coaching equips sales managers with the skills, knowledge and tools they need to become more effective coaches for their sales teams.

Sales managers will learn critical coaching skills, including:

The Role of a Sales Coach

Identifying common coaching challenges
Role of a sales coach and definition of sales coaching
Benefits of sales coaching and how it can improve sales results
Optimal amount of time dedicated to coaching

Developing a Coaching Plan and Allocating Coaching Time

Benefits of developing a coaching plan
Using a Skills/Knowledge profile to develop a coaching plan for each sales rep
Determining a coaching ROI based on the Skills/Knowledge profile
How to coach new sales reps
Factoring in “coachability” when allocating coaching time

Sales Coaching Model

Overview of five step sales coaching model
Planning the coaching visit
Using a Coaching Visit Planner tool
Developing focused coaching objectives and expectations to coaching time
Performing a pre-call briefing to properly set expectations
Best role for a sales manager during a sales call
What to observe as a coach during a sales call
Maintaining your role as a coach during a sales call
When it is appropriate to rescue a sales rep during a sales call
How to rescue a sales rep without damaging confidence or impacting the customer relationship
Conducting productive coaching sessions after the sales call
How to get a sales rep’s commitment to use new skills or knowledge
Effective follow-up using Personal Development Plans

Length: 2 hours

Recruiting & Selecting STARs

Consistently hiring star sales performers and avoiding bad hires is critical to the success of any sales organization.

Recruiting and Selecting Stars provides sales managers with a systematic selection process to recruit, screen, interview, and select high performance sales professionals. This program will help sales managers implement a system that will result in hiring more high-potential, star sales professionals and reduce turnover. Sales managers will learn critical recruiting skills, including:

Challenges to Effectively Selecting Great Sales Reps

Interviewing challenges faced by sales managers
Cost of hiring a bad sales rep
Common pitfalls in sales rep recruiting

Developing a STAR Profile

Overview of nine step recruiting and selection model
Identifying characteristics of an ideal sales rep
Using STAR profile to identify key skills, behaviors and competencies of high performing sales rep

Building a Recruiting Pipeline

Understanding the optimal number of qualified candidates to have in your recruiting pipeline to make one successful hire
Where to find great candidates
Leveraging social networks to identify sales talent

Screening-In Candidates

Screening-in candidates using the STAR profile
Resume red flags that can lead to bad hires
How to conduct phone screens and common pitfalls to avoid

Interviewing Candidates Using STAR Questions

Planning in-depth interviews
Using STAR Behavior Questions (Situation, Task, Action, and Result) to uncover key candidate intangibles during an interview
Applying STAR Behavior Questions to common interviewing situations
How to conduct effective interviews and controlling for personal biases

Making Hiring Decisions

Using the Decision Matrix tool to select candidates
How to conduct second interviews and reference checks
Making a final decision and managing the gap between offer and start date

Length: 2 hours

Sales Leadership

Great sales managers are able to successfully motivate and lead their teams to achieve the best sales performance possible.

In Sales Leadership, sales managers learn and practice four critical sales leadership abilities that will bring about positive changes in their team’s performance and results. These positive changes in performance and results are the bottom-line, tangible benefits of effective sales leadership. Sales Leadership begins with the Sales Leadership Profile, a comprehensive assessment of 40 key sales leadership behaviors and skills. Sales managers will learn critical leadership skills, including:

Definition of Sales Leadership