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Click now to download a one page Services Guide
|
Why Value Forward
Selling?
Often
times clients ask why I choose Value Forward Selling over the
many other methods that are available.
~ Rick Erling - CEO |
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.
Business Growth U.S. specializes in
sales management
strategies improvement by integrating sales, marketing, business
strategies and Financial Performance to maximize corporate revenue
growth.
We hold long distance and onsite sales
management training, 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 training and sales management strategies, please tell us more by calling us at (972) 727-6880 or email info@businessgrowth.us





