Consultative Sales Management Training
A second critical issue for many companies is top-performing salespeople are promoted to sales management, but they are never trained in how to be effective sales managers. This has an outsized impact on their sales team's performance, as a sales manager's ineffectiveness is multiplied by the number of individuals they manage. Given the investment you make in your sales organization, doesn't it make sense to teach your sales managers how to manage their salespeople effectively?
How expensive are sales hiring mistakes? To answer this question, take a look at the difference in revenue, gross margin or profit (whichever number is most important to you) produced by your company's top sales producers and your bottom sales producers. Then add in the costs of recruiting and training new salespeople. What do these numbers add up to for YOUR company?
During this workshop your management team will learn proven, step-by-step processes for consistently sourcing, identifying and hiring top sales producers and jump-starting new hire sales performance. Key topics include:
Developing a sales compensation plan can be a pretty intimidating undertaking. What are the most critical decisions you need to make? What compensation plan structure will motivate your salespeople to achieve the targets you set for them.without producing unintended consequences?
We have helped hundreds of organizations develop effective sales compensation plans. Key questions and concepts from our popular sales compensation product drive this real-world discussion about how to develop a customized compensation plan that will motivate your company's salespeople to achieve their sales goals.
You will learn:
What is the condition of your company's sales opportunity pipeline? How many of the opportunities have been stalled at the same step in the sales cycle for weeks.or months?
If sales forecasts and opportunity pipelines are inaccurate, or if opportunities do not close in predictable time frames, it can wreak havoc on vital financial measurements such as revenue, profit, and cash flow. This makes maximizing the accuracy of sales forecasts and opportunity pipelines critical to your company's success!
In this seminar we will teach you our proven process for eliminating stalled opportunities from your company's sales opportunity pipeline, once and for all! You will learn:
Your team will begin this two-day Strategic Planning Workshop by aligning your objective for the workshop with your organization's existing core purpose and values, mission statement, and positioning statement. When you're finished, you'll have a clearly-defined set of action items that your team believes can actually be done. In between, we'll provide the tools to help you work out a solid plan you can confidently execute.
In your Strategic Planning Workshop, you'll produce:
As an option, we can add a third day to explore and clarify the underpinnings of the organization and produce: