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DO YOUR SALES MANAGERS…
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Understand their Job & vital Role (vs
their former Sales Role)?
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Understand the need to, and Forecast
Accurately?
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Hire Good People & Coach their
Staff?
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Provide value-added Funnel, Forecast
& Account Plan Reviews
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Set Standards?
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Provide proactive Leadership?
Many companies spend large sums to train their sales forces, but
spend little on formal training for their sales managers. The
result is that the sales training is not supported by the line
managers, and is often wasted.
Thus, this program is dedicated to all the sales managers in the
world who were promoted from Sales with minimal direction on their
vital, new job.
The program focuses on building the core skills, tools and processes
needed by a sales manager, and, with its modular construction,
provides a complete Sales Managers Development Program over time.
In particular, it shows participants how to apply process management
to attain over Goal results from their teams.
The 3 Major Components of the Basic Program are:
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Its Assessment Tools
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8 Workshops delivered in 15 1-2 hour Sessions via the Internet
to groups of 1-3 Managers
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A set of Tools and Processes.
Assessment
Our Assessment Tools include:
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A Sales Managers Assessment Quiz, designed to assess individual
Managers
q Sales Management Heath Check,
designed to assess Sales Management capability & processes.
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Sessions
over the Internet
The "The Basics" Sessions are ideal for new sales managers,
or for any who have not received formal management training.
The Agenda follows our proven workshop flow and is divided into
the following 15 1-2 hour Sessions:
Pre University Work
1. Sales Managers Assessment Quiz
The Science of Sales
Management
2. Introduction & Objectives
3. Sales Management vs. Selling
4. Process vs. Results Management
5. Focus on YOUR Key Controllables
6. YOUR Strategy and Plan (2)
7. Opportunity & Activity Management (3)
The Art of Sales
Management
8. People Management (2)
9. Positioning & Selling YOUR Company
10. Leadership and Management Skills (2)
11. Conclusion
Within the Opportunity & Activity Management Module, managers
rehearse vital quality control steps, such as Forecast Reviews.
The Strategy & Plan Module calls for the managers to develop
and their own Team Strategy & Plan.
See ThumbnailsU
for more Details of the Agenda Items above
Complete Development Program
After these basic are taken are taken, a series of advanced topics
are also available.
Management Tools and Processes
In addition to the Workshops, we provide a range of Management
Tools licensed to each participant.
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