Sales
Management Power Strategies Sales
Management Power Strategies
Private On-Site Sales Team Training, Value Forward Selling Workshops, Sales Strategy and Marketing Advisement Custom Designed for Your Needs. The CxO Group, LLC is is a Certified Licensed Partner of the Value Forward Network. All workshop content is based upon proven methods by the author of Value Forward Selling and senior thought leader of the Value Forward Network, Paul DiModica.
A detailed sales management training designed specifically for account managers. The sales training course is designed for Fortune 1000 senior management and presidents of small businesses:
The Complexities of Sales Management
Sales Savants Need Not Apply
Current State of the Market
Turning Revenue Strategy into Action Steps—Alignment of Sales Management Goals
Establishing a Solid Foundation for the Sales Team
Understanding the Origins and Pillars of Integrated Pillar Management
Understanding Executive Management Types and Their Effects On Sales Management
Developing a Sales Process
Evaluating Your Sales Strategy
Developing a Replicable and Scaleable Sales Process
Pulling It All Together and Documenting Your Sales Process
Organizing the Structure of Your Sales Team
Understanding Sales Personality Types
Determining Your Company’s Business Life Cycle
Matching Business Life Cycle with Personality Types
Types of Sales Team Positions
Using the Pursuit Sales Team Model to Maximize Key Account Success
Pursuit Sales Team Process Model
Hiring the Right Salespeople
Full-Cycle Salespeople versus Half-Cycle Salespeople
Finding Good Salespeople
Hiring Salespeople Based on Your Business Needs
Evaluating Candidates
The Hiring Tool That Makes or Breaks a Candidate
Investing in Your Sales Team
Managing Cultural Performance
Establishing Sales Job Descriptions
Success Factors of Salespeople Who Hit Their Quota
Sales Team Compensation Plans
Developing a Compensation Plan
Implementing New Sales Compensation Plans
Developing an Incentive Program
Training Salespeople
6 Reasons Why Most Companies Do Not Give More Sales Training
Guidelines for Training Your Sales Team
Making Your Sales Training More Successful
Role-Playing Tips to Increase Success
Managing Your Sales Team
Managing Salespeople Who Work in Virtual Offices
Managing the Salesperson Ride-Along
Holding Sales Meetings
Holding Team Meetings
Holding One-on-One Meetings
Developing Weekly/Monthly Manager Action Plans
Weekly Sales Activities Report
Topics for Your Monthly Sales Meetings
Determining Sales Quotas
Common Quota Calculation Mistakes
Calculating Sales Quotas
Understanding Lost Sales Analysis
Calculating Lost Sales Analysis & Sales Effectiveness
Resources for Market Research
19 Factors That Affect a Salesperson’s Performance
Managing Forecasts
Controlling “Sales Forecasting Moles”
Creating a Sales Forecast
Tightening the Sales Forecast
Differentiating Between a Forecast and a Pipeline
Sales Closing Audit
Managing Sales by Metrics
Identifying Major Sales Metrics
Evaluating Your Sales Team’s Performance
Sales Team Monthly Assessment
Managing Strategic Alliances and Channel Partners
Understanding Strategic Replication—Alliance Partner Collective
Strategic Partner Management—Rules to Guide Alliances and Collectives to Increase Sales
Using Sales Scorecards to Manage More Effectively
Understanding the Sales Scorecard Concept
Preparing a Sales Scorecard
Implementing the Sales Scorecard
Integrated Pillar Management
Integrating the Pillars
6-Week Implementation Plan
Teaching Ethics and Morality
6 Guidelines on How to Communicate and Deploy Ethical Standards to Your Sales Team
Conclusion
Example Forms
CONTACT INFO:
(972) 727-6880
Dallas, Texas
Private On-Site Sales Team Training, Value Forward Selling Dallas Texas and nationwide workshops, Sales Strategy and Marketing Advisement Custom Designed for Your Needs. The CxO Group, LLC is is a Certified Licensed Partner of the Value Forward Network. All sales training workshop content is based upon proven methods by the author of Value Forward Selling and senior thought leader of the Value Forward Network, Paul DiModica. We hold sales training workshops nationwide including • New York • Orlando • Chicago • Dallas • Houston • Austin • Las Vegas • Los Angeles • San Francisco • Denver • Tulsa • Buffalo