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Vision, Goals and Values: developing your cause – the soul of leadership This workshop help leaders create sales culture that are clear on the values and principles by which your organization does business.
Building High Performance Teams – hiring great salespeople – Part I Hiring is one of, if not the most difficult decisions for owners and managers. Leading and managing is getting things done through others. Studies suggest the wrong "hire" impact is 3-5 times the annual compensation of the position. Great managers and great leaders know how to "see" the real candidate & choose the best candidate based on competencies, not just on a "feels right" decision.
Building High Performance Teams – hiring great salespeople – Part II Use a systematic and proven methodology for selecting top sales talent and duplicating top producers. Apply interview processes which uncover the real candidate. Live interviews will be done in this session.
Leading and Managing Diverse Behavior, Communication & Values Styles Great leaders and managers recognize the necessity to understand, relate and communicate with a wide variety of people. The great manager also recognizes that each person will be motivated and responsive to differing stimuli and have differing needs.
Managing & Setting Expectations – principles for high performance "They just don’t do what I tell them." is a common complaint and frustration heard among managers. Great managers consistently communicate clear expectations and provide feedback on those expectations. Do you really have clear definitions and expectations for high performance? If not, your team may be working on the wrong goals and activities.
Establish Accountability & Eliminate Excuses How do you know if you are winning or losing? Where is the weakest link in your organization or in your team’s process? How do you know what to work on with each salesperson? Is it activity, beliefs, effectiveness, work ethic or specific skill deficiencies? Without a tracking, benchmarking and accountability system in place, how will you know which end of the problem to manage?
Performance Feedback: How and when to give it, and why it is so critical The two most dreaded words in many organizations is "performance evaluation". Turn evaluations into a process to grow and develop your team and create real change. Move feedback from another chore on your to-do list to a real management tool.
Training and Coaching Salespeople Managers can easily be distracted by administrative requirements of running a team. In the end, skill development and coaching contribute the most to the bottom line. The key to building a great sales team is directly related to the coaching and training skills of the manager.
Field Coaching Sales People Face-to-face time with decision makers has never been more valuable or scarce. Classroom training must be applied in the real world. Sales call pre-briefings and debriefings are the proven tools to reinforce skill sets, obtain ROI from training sessions and build desired behaviors.
Sales Meetings that Inspire Increased productivity pressures and the escalating costs of down time and travel, demands that time spent out of the field have a measurable ROI. Poor sales meetings are one of the highest complaints from salespeople.
Territory Planning Plan your work and work your plan is the focus of this workshop. Identify your best customers and prospects and build a plan which creates ‘raving fans’ and captures the right new business.
Besides the workshops, we give you sales management tools that help predict, track and reinforce training concepts.
You will receive:
- Sales Managers Guide to Hiring Top Sales Talent
- Sales activity templates
- Sales coaching templates
- Success map for ramping new hires
- Pre-hire profiles and assessments
- DISC/PIAV profiles
- Book – ‘Growing Great Sales Teams’
Want to Change Sales Results? Change your sales culture.
SalesLeadership, Inc., is a sales force management training and consulting company in Denver, Co. We have trained hundreds of sales managers to become better leaders through our sales leadership development training seminars and management leadership training programs.
We practice what we preach and don’t make recommendations without a face-to-face appointment or phone consultation.
For more information, please call 866-708-1128 or 303-708-1128 or email us.
SalesLeadership, Inc.
2420 West 26th Avenue
Suite 445-D
Denver, Colorado 80211
303.708.1128
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