Strategic Sales Management Program (SSMP)
Have you ever explained to your sales force what to do and then become frustrated by their apparent unwillingness or inability to do so? "I forgot..." or "I wasn't comfortable yet..." or "it wasn't really appropriate at this time..." If these responses sound familiar, then you have experienced firsthand how "stand-alone" techniques and traditional management are ineffective at changing the behaviors of salespeople.
Sales improvement starts with the Sales Manager
Start working ON sales management instead of IN it - Building sales management systems and motivating your sales team requires unique skill sets to nurture your talented sales people to their maximum potential. Learn how the sales manager is the key (or the bottleneck) to any successful sales team's performance and the advanced best-practices that top sales managers employ. Stop fighting fires and build a repeatable sales management process instead!
SSMP Topics
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§ Understanding Your Salespeople (Coaching, Motivating, Assessment, and Interviewing) § Managing Behavior... Creating Accountability § Coaching vs. Managing § Conducting Effective Sales Meetings § Building a Sales Force with the Courage to Compete and the Skill to Win (Recruiting) § Sales Templates (redefining accountability in multi-call selling process) § Strategic Account Management (managing long cycle or complex sales process) § Pre-call briefing and Post-Call debriefing Strategies § Assessment and Selection (for candidates and existing salespeople) |
§ Goal Setting for Sales Managers § Coaching "Hidden Weaknesses" in Salespeople § "Spring-Boarding" New Salespeople (reducing ramp-up time) § Training Tools and Reinforcement Tips for the Sales Manager § Altering Adaptive Patterns and Self-Limiting Scripts of the Sales Manager § Territory Management and Development § Time Management for Sales § Joint Sales Calls and Team Selling Strategies § Karpman's Triangle and Transactional Analysis (the psychology of sales management) § Pipeline Management and Activity Based Sales Forecasting |
My winning the Highest Annual Sales Volume Increase Award at Colliers Lanard & Axilbund for 2007 was a direct result of Sandler® training. The best aspect of the training is the individual attention that ensures the success of your clients. From the personal coaching sessions, to the classroom environment, Sandler provides the tools to become a terrific salesperson. I can think of no better training/coaching program than Sandler Training.
David L. Reibstein
Colliers Lanard & Axilbund