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"The
pre-requisite for becoming an effective and competent sales manager
ideally would be more than two years of above-quota sales performance.
After all, a manager's role is to meet and exceed the company's
revenue goals by developing the skills of the sales people reporting
to him or her." - John Holland, Founding Partner, CustomerCentric Selling® - San Diego, California |
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| The
key to the successful implementation of a sales process is fully dependent
on the support and commitment of executive management. Unfortunately
many of the managers ultimately charged with the implementation of
the company's sales process are unable to teach or coach others how
to sell successfully. Teaching someone assumes that the teacher understands
the sales process, but the manager probably got to where they are
without ever learning a process, or at least one that they consciously
followed. The CustomerCentric Selling® Sales Management Workshop is based on the model of Situational Leadership by Dr. Paul Hersey. The workshop shows managers how to identify a sales person's strengths and weaknesses by skill. These skills can be summarized as CustomerCentric Selling® fluency: business development, solution/need development, qualification/disqualification, process control and negotiating. Managers are then shown how to manage to an individual's skill strength and how to coach to their weaknesses. The goal is to get all sales peoples' skills at a proficiency level. The outcome of this workshop is to have your sales model customized to reflect your selling cycle, situations and size–including the Pipeline Milestones for forecasting. Workshop Objective Sales people will do not what we expect–but what we inspect. Hence, the CustomerCentric Selling® Sales Process Management Workshop will teach your managers how to manage against the CustomerCentric Selling® methodology, showing them where to place their focus in terms of what to inspect--what to watch for, what to do and how to do it. At the end of the workshop, sales managers would know how to debrief all sales calls, identify and eliminate low probability activity, identify and develop a custom plan for improvement for each rep and how to apply a consistent grading system to improve forecasting accuracy. Workshop Description During this workshop, sales managers will learn how to use and interpret management controls in order to provide sales skills and opportunity coaching. They will also be shown techniques for editing sales control letters. There will be time allocated for discussing the current difficulties they may be experiencing. Participants will also learn how to alter their management style for each rep based upon mastery of individual selling skills using the Situational Leadership™ model. There are guidelines on how interview, hire and train. After attending the workshop, attendees will be able to:
Deliverables
from the workshop will include:
Who
Would Attend |
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