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."
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
Program Delivery
- Virtual delivery: six 2-hour live online sessions taught in SRGs Live Virtual Classroom.
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- On-site instructor led training: two day format, available for private group workshops.
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Program Materials
- Participant Workbook
- Self-assessments, including Coaching Activity Profile and Sales Leadership Profile
- Sales management tools and planners
Licensing Program
If you have a large sales organization, an internal training department or are rapidly growing, the Comprehensive Sales Management program can be licensed and delivered using your own facilitators. Under our flexible, cost-effective license terms, you can customize, repurpose and deliver the curriculum whenever and as often as you like. Sales Readiness Group also supports your internal trainers with a Train-the-Trainer certification programs on how to deliver the Comprehensive Sales Management program, including how to facilitate the program virtually.
