Sales Management Excellence

A complete immersion in high-performance sales leadership for new managers and seasoned management veterans.

Learning Objectives

Establish a repeatable, actionable 90-day business development plan designed to measure and achieve specific goals.

Identify the characteristics of those who would most likely benefit from and buy your solutions and transform that into a Profile of the Ideal Client.

Use multiple mediums of communication to reach a variety of key people within the prospective client’s organization.

Propose and close on the logical next step, such as a face-to-face meeting with the prospect.

Thoroughly research target accounts and prepare a powerful approach that articulates the business value you can deliver.

Employ proven and effective techniques for written and verbal conversations that set you apart from the average salesperson.

Craft and ask diagnostic questions to pique interest and reveal opportunities for making a positive impact the prospect’s business.

Track business development efforts and results to establish benchmarks and determine the greatest opportunities for improvement.

Module 1 : The Evolving Role of Today's Sales Manager
  • The roles and responsibilities of a sales manager
  • Transitioning from team member to team leader
  • Management measures, appraisal, and compensation
  • Understanding sales management deliverables
  • Seeing your role from your salespeople’s eyes
Sales Tool: Sales Manager Roles and Responsibilities Worksheet
Module 2 : Building a High Performance Sales Culture
  • The psychology of leading a sales team
  • Turning a group of salespeople into a “team”
  • Creating a culture of accountability and cooperation
  • Promoting self-directed action and independence
  • Fostering an environment of open communication
Sales Tool: High Performance Sales Culture Action Plan
Module 3 : Planning and Managing Sales Goals and Activities
  • Developing team plans and territory plans
  • Turning goals into individual action plans
  • Leveraging metrics, measures, and KPIs
  • Translating result goals into activity goals
  • Tracking sales activity and results
Sales Tool: Reverse Planning and Tracking Templates
Module 4 : Arming Your Team with Sales Intelligence
  • Understanding “sales intelligence” and how it is used
  • Defining why customers buy and why they don’t
  • Documenting customer results and success stories
  • Harvesting and distributing sales intelligence
  • Leveraging sales intelligence to maximize sales results
Sales Tool: Sales Intelligence Worksheet
Module 5 : Developing a Sales Qualification System
  • The importance of consistent sales qualifications
  • Leveraging criteria-based qualification
  • Devloping criteria-based qualification questions
  • Driving adoption of a qualification “system”
  • Tracking and using qualification data
Sales Tool: Criteria-Based Qualification Template
Module 6 : Managing Sales Pipelines and Forecasting
  • Applying pipeline management structure and discipline
  • Establishing a pipeline review and forecasting process
  • Setting pipeline review and forecasting expectations
  • Conducting pipeline reviews and forecasting sessions
  • Improving the accuracy of your sales forecasts
Sales Tool: Pipeline Review and Forecasting Worksheet
Module 7 : The Manager's Roles in Accounts and Opportunities
  • Establishing a structure and format for reviews
  • Creating account and opportunity review templates
  • Conducting account and opportunity reviews
  • Creating action plans, roles, and responsibilities
  • Learning how to help sales people without taking over
Sales Tool: Account and Opportunity Review Template
Module 8 : Time Management for Sales Managers
  • Where are you “spending” or “investing” your time?
  • Organizing your work week around your top priorities
  • Supporting your team while maintaining control
  • Leveraging specific time management strategies
  • Planning and structuring an effective work week
Sales Tool: Time Tracker and Weekly Planner Templates
Module 9: Best Practices for Interviewing and Hiring
  • What you’re looking for in the ideal candidate
  • Asking questions to reveal attitudes and skills
  • Setting up a “mock sale” in the interview process
  • Establishing criteria for assessing real sales potential
  • Putting new sales people in a position to win
Sales Tool: Interview and Hiring Process Template
Module 10: Leveraging Performance Rewards and Recognition
  • Understanding what motivators drive sales behavior
  • Using rewards to drive sales activity and results
  • Leveraging various forms of individual recognition
  • Creating healthy contests and internal competition
  • Empowering everyone on the team to “win”
Sales Tool: Rewards and Recognition Best Practices
Module 11: Conducting Individual Performance Reviews
  • Setting goals and expectations around performance
  • Leveraging performance measures and metrics
  • The individual’s responsibility in performance reviews
  • Empowering individual performance planning
  • Maximizing individual output and performance
Sales Tool: Sales Performance Review Template
Module 12: The Sales Manager as Trainer, Coach, and Mentor
  • Behavior modeling and leading by example
  • How to share your personal experience and expertise
  • Sales coaching strategies and techniques
  • Leveraging both formal and informal coaching
  • Mentoring people for a successful career in sales
Sales Tool: Sales Coaching Planner and Tracking Tool

Delivery Options

This program can be delivered to groups of any size as an instructor-led on-site workshop in a one-day (fourmodules), two-day (eightmodules),or three-day (alltwelvemodules) format. The program is also available as a Virtual Workshop (instructor-led video conference), or a collection of video and/or audio modules.

Course Description

Download PDF

You can download a course description brochure here.

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Client Testimonials

“After reading Think Like Your Customer, I spearheaded an effort to implement Bill Stinnett’s methodology for selling to executives on a worldwide basis.”

Mike Harrington
Vice President, European Operations
Waters Corporation

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On-Site Workshops

Custom-tailored learning experiences designed for your company at any location that's best for your team.

Why Hold Training On-Site?

Live-Video Workshops

Highly interactive live-video learning sessions complete with small-group discussions and role-play exercises.

How Effective Can Remote Learning Be?

World-Class eLearning

Online learning for sales teams and individuals located anywhere. Available 24/7/365. Highly engaging and delivered to any device!

Take Online Learning to Another Level

Workshop in a Box

High-quality learning experience for groups of any size facilitated by  anyone who can “push play” and lead a group discussion.

Flexible and Localized Facilitation

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