Is a sales management
training course specifically for sales management and
Vice Presidents of Sales - VP and EVP of Sales, Director
of Sales.
Each workshop has limited enrollment, so
all students can interact directly with
the course
facilitator. This course can be scheduled onsite or as a
series of private and interactive long distance tele-workshops for your sales
management team.
The Sales Management Power Strategies course content
can also be delivered stand-alone, or holistically
delivered in concert with our
360° Business Model Success Program. In this
forum, it becomes a custom fit, compressive detailed
program designed to help companies integrate sales,
marketing, strategies and financial performance into one
outbound revenue capture program
that can be measured,
tracked and benchmarked to increase revenue.
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
The CxO Group specializes in business performance
improvement by integrating sales, marketing, business
strategies and financial performance to maximize
corporate revenue growth.
We hold long distance and onsite
Value Forward Sales
Management Training, Value Forward Sales Training
Seminars, Value Forward Sales Training Workshops, Value
Forward Sales Strategy and Value Forward Marketing
Advisement sales, marketing and
strategy workshops, seminars and training nationwide
including • New York • Orlando • Chicago • Dallas •
Houston • Austin • Las Vegas • Los Angeles • San
Francisco • Denver • Salt Lake City •Tulsa • Buffalo •
Philadelphia • Phoenix • San Diego • San Antonio •
Detroit • Miami • Washington DC • Boston •
San Jose • Jacksonville • Albuquerque • Oklahoma City
• Raleigh •
To
help with your sales management strategy needs, please tell us more by calling us
at (972) 727-6880 or email
info@thecxogroup.com
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
Sales Management Power Strategies, Value Forward Selling,
Value Forward Marketing and senior thought leader of the
Value Forward Network,
Paul DiModica.
