Objective:
For
Sales Managers Only helps
any Manager of Sales to Improve Sales Results!
...via better Strategies, Plans, Management Skills, Processes,
Systems, Tools, Personal Focus & Attitudes.
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Dedication:
For
Sales Managers Only is dedicated
to the great sales people who were promoted to manager; pointed
at their new office by their boss; and then given a free handshake
+ 3 attaboys as their total preparation for Sales Management…
Peter
Michie, FSMO Author
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DO YOUR SALES MANAGERS…
q
Understand their Job & vital Role (vs
their former Sales Role)?
q
Understand the need to, and Forecast
Accurately?
q
Hire Good People & Coach their
Staff?
q
Provide value-added Funnel, Forecast
& Account Plan Reviews
q
Set Standards?
q
Provide proactive Leadership vs
Reactive Support?
After working with over 100 companies on different kinds of sales
and marketing issues, we recognized that many companies spend
large sums to train their sales forces, but spend little on formal
training for their sales managers.
The result is that:
q
Many sales managers are
unsure of their role
q
Many are ineffective and
that
q
Any sales training is not
supported by line managers, and is often wasted.
Business Premise of FSMO; or
Why FSMO?
The average Sales Manager we have seen has 7-8 direct
reports. Thus, the premise of this program is: If we can help
increase the effectiveness of a sales manager by 10%, the leveraged
pay off is huge.
So 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.
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The program focuses on building the core skills, tools, processes
and attitudes 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; this has been responsible
for major results turnarounds, even in a bad economy*.
FSMO - 3
Main Program Versions
For
Sales Managers Only Program
The
3 Major Components of the Program are:
q
Its
Assessment Tools
q
A
set of 8 Workshops
q
A
set of Tools and Processes,
including the electronic PERFORMAX System.
FSMO
University over
the Internet
This Program breaks the Baseline Program
(above) into 1-2 hour Sessions which are ideal for new sales managers,
or for those who have not received formal management training.
Managing Sales in Tough Times!
This version
of the Program is based on lessons learned in working
with IBM LA in a previous recesion and is heavily focused on attitudes,
and what must be done differently in a recession.
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