Sales Management Training

How can you effectively develop and motivate your sales team to achieve great results? What are the attributes and key drivers of top sales performers?

Sales Management Strategies

Is a sales management strategies and sales management training course specifically for sales management and Vice Presidents of Sales - VP and EVP of Sales, Director of Sales. This course will teach you how to manage a sales team.

Each sales management training 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. Our sales programs and sales training techniques are used in over 90 countries worldwide.

The Sales Management 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.

Click now to download a one page Sales Management Strategies Services Guide  

Sales Management Training Course Outline

 

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 Strategies
• 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

• How to Manage Sales People
• 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 Sales 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 People

Conclusion
Example Forms

Click now to download a one page Sales Management Strategies Services Guide  

Join the thousands of other salespeople and sales managers who have discovered the Value Forward Selling Program and Sales Management Training who started just like you.