Sales Action Planning Sales Management 101 Sales Managers as Trainers
Managing Sales Teams
Overview
Today's sales model often calls for teams of multi-disciplinary individuals to sell a firm's capability to clients. The objective is to harness the skills, knowledge and perspectives of individuals within an organization on behalf of a client. It is not enough to organize the sales force in teams - it requires true behavioral change and a set of processes, systems and tools that support change. Organizations that get this right will be organizations that win. This program is designed to address the specific challenges associated with managing sales teams, including:
Organizing sales teams
Coaching and developing teams
Monitoring and evaluating the progress of sales teams
Understanding the dynamics of teams
Conducting effective joint and team calls
Establishing goals for the sales team
Motivating the sales team
Leveraging the resources of the sales team
Optimizing the performance of the sales team
Managing the Pipeline
Overview Monitoring the flow of business is a critical aspect of a sales manager's responsibility. Using a discipline which enables a sales manager to assess current and potential business, and determine when intervention is required will lead to increased sales, higher conversion ratios and shorter sales cycles. In this workshop, sales managers will learn how to:
Develop an approach for creating and managing a pipeline
Leverage the intellectual capital of the sales organization to close new business and protect business at risk
Utilize the pipeline to motivate a sales force
Analyze the pipeline for purposes of forecasting and identifying trends
Conduct effective pipeline meetings
Classify accounts in the pipeline
Sales Action Planning
Overview This workshop begins with a Territory Audit that allows participants to determine which outside factors impact their customer base. It moves participants in the direction of planning that determines how sales goals will be achieved in the following year, and the development of a time management plan to determine how to maximize face-to-face time with customers and prospects. Participants will then spend time developing initiatives or interim goals and corresponding action steps that culminate in the Sales Manager establishing standards and performance measures. By the completion of the program, participants will be able to:
Determine their individual or team's sales plan for the following year, according to either volume or profitability standards
Evaluate how they spend their time and the corresponding impact this has on face-to-face time with customers and prospects
Determine ideal call frequency by account, and whether they have the capacity to allot proper time
Develop initiatives, interim goals and corresponding action steps to apply both internally and externally
Leave the program with a skeleton Sales Action Plan, or the understanding of what needs to be done to work with their salespeople to develop one
Sales Management 101
Overview Today's marketplace demands sales managers be proficient in people management, business management and client management. This program is highly customized to reflect an organization's strategy, culture, and existing processes, but the core tenets are consistent. By the conclusion of the program, participants will be more effective at:
Understanding the sales manager role within their individual organization
Building and managing effective sales teams
Developing sales action plans with their salespeople and organization
Recruiting, motivating and retaining the best people for their sales teams and organization
Planning, making and debriefing joint sales calls with their people
Defining market opportunities and developing corresponding sales strategies
Utilizing internal resources and experts when needed
Conducting sales meetings
Coaching for improved performance, including monitoring progress against established goals and determining ROI
Sales Managers as Trainers
Overview An important, yet often overlooked aspect of a sales manager's job is to continually train the sales force.
This program is designed to help sales managers embrace their role as trainers and provides them with skills and tools that will help them in: