Accountability. Always, Sometimes and Never. Coaching. Sales Leadership Development Course Descriptions

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1 Sales Leadership Development Course Descriptions Accountability Always, Sometimes and Never Coaching The sales manager is responsible for the success of the sales force. The effective leader will identify the behaviors or activities where the salesperson has fallen short and help that salesperson redirect their focus to engage in the behaviors or activities necessary to bring about the desired result. In this course, we will help you develop a game plan for greatness, give you some tools you can use to help your salespeople define the behaviors required for their personal success, and suggest some strategies for account development. Not many salespeople make a conscious decision to get into sales. We just wind up here by being in the wrong place at the right time. Sales can also be considered the greatest career there is! How you choose to spend your time has direct impact upon your sales success. By understanding the universal law of Always, Sometimes and Never, you can advance your career at a faster rate! A coach s job is to help a person perform at a higher level than that person would perform at on their own. The sales coach helps salespeople to identify and act upon the correct priorities, behaviors and activities. Through coaching, the sales manager helps the team maintain the right mindset and attitude required for success. In this course, we are going to provide a framework for you that you can use for your coaching sessions. We will give you some suggestions about how to ask the right questions to identify if your people are dealing with technical or conceptual issues, and how you can work through the debrief to ensure they are learning the right lessons.

2 Communication is the key to solving most of the world s problems. He said ; she said ; I thought you said ; Yeah, but I meant ; That s not what I was told; I didn t understand Communication In this course you will learn how to break down the communication barriers and get to the root of each transaction. We ll help you identify the games that people play and how to keep the sevenyear-old out of the office. You ll discover how to define what ego states are driving other behaviors and predict with accuracy how to head off problems before they grow out of control. All great leaders have one thing in common. They are master communicators! A Covenant is a mutual agreement between two or more people. We will provide examples of how to use Covenants to move through your sales process, maintain your rights as a person and establish rules for each selling situation. Covenants Covenants serve as transitional tools that determine what to do next in your sales process. Stop playing the subservient role! Position yourself as a peer or advisor to your prospect/client. Master this skill and you will take control of your selling world, shorten your sales cycle and eliminate think-it-over outcomes! Delegation is a fantastic concept that is rarely applied correctly! Delegation This course will introduce you to the levels of initiative and how to move people in the right direction to accept personal responsibility. You ll learn the core step to effective delegation, as well as what you should and should NOT delegate. Also, we ll help you identify the barriers that may be in the way to effective delegation. As a business leader, you should be working on one of three things: increasing revenue, decreasing expenses, or preventative maintenance. If what you are doing at any given moment does not fall into one of these three categories, you should delegate it.

3 Emotional Discipline Goals Goal Setting & Problem Solving Controlling your emotions is not always easy. It is certainly easier to talk about than it is to do! However, emotional discipline is a critical competency required for high performance sales. When you become emotionally involved in any sale, you lose options. You listen poorly and give control to the prospect. This course is designed to improve your emotional discipline and help you get back in control of selling! Goals are dreams in writing! Here is an interesting correlation: 3% of the population has written goals and 3% of the population will also get to retire. Retirement means you go to work because you want to, not because you have to. This course will provide you with a unique approach for defining your dreams and putting them in writing (not setting them in stone). Defining your goals gives you PURPOSE! By completing this course, you will increase your sales effectiveness by improving your personal desire and commitment to yourself and to your future. What are the seven ingredients to High Performance and Personal Responsibility? This course will give you the answers. Get more out of your staff by setting stronger goals with clarity and you ll be able to identify and change your approach to goal setters and problem solvers. This course will provide a formula for setting goals and managing projects. Growing the team is one of the primary responsibilities of a sales manager. That means each and every day, the sales manager needs to work to develop their team. Every individual on the team should grow a little bit each day. With consistent improvement, the team can achieve greatness. Growing the Team In this module, we will discuss the functions of growth and share methods that you can use to help your salespeople overcome the challenges they face. The prevailing obstacles to a salesperson s growth can often be tracked back to five hidden weaknesses. Once these weaknesses are fixed, abolished and taken away, the ceiling on a salesperson s growth is removed. Practice these principles and foundations in your coaching, and you will grow your team beyond recognition.

4 Listening Meetings One of the biggest complaints about salespeople is: They don t listen! In this course, we will help you learn different techniques that let your customers and potential clients know you ARE listening. We ll discuss the different levels of listening and provide advanced communication tools you can use to hone your listening skills. What are you listening for and why? Learn to identify key points and keep the conversations flowing. It s been said that if you are telling, you are not selling. Use these tools to engage the prospect and gather the information that will help you sell more, faster. Properly setting up the meeting is critical to achieving your desired outcome. No one wants to be sold, especially the prospect! As most meetings begin, the prospect wants to know who you are and what your product/service is going to do for him. We ll give you a process to set the meeting, gain gentle control and move the prospect away from skepticism and towards open and truthful sharing and discovery! Money has many taboos in our society. Many people were encouraged by wellmeaning parents to believe: Money, Money, Money Money is dirty. Money is the root of all evil. Money doesn t grow on trees. Money doesn t make you happy. Money is private. Other people s money is none of your business! Discover the truth about money. If you can become more comfortable talking about money and raise your money awareness, you will have far fewer problems getting the funds necessary to close the deal.

5 In a perfect world, people would be motivated all the time. In reality, our level of motivation ebbs and flows. Motivating The role of a sales manager includes keeping your salespeople motivated. Developing a system with the proper prevention and intervention strategies will help thwart potential problems that can de-motivate your salespeople. There is more to motivation than offering a reward or threatening with repercussion. In this module, we ll explore the building blocks of human motivation and how to set up your motivational success system. From an early age, we are encouraged to seek approval from others. For a salesperson, however, nothing could be more detrimental to career success. Need for Approval Negotiation Prospecting The Need for Approval will limit a salesperson s success. The Need for Approval prevents a salesperson from engaging in prospecting activity, from asking difficult questions, and from dealing effectively with objections. This course is designed to help you overcome the Need for Approval. We ll help you recognize the other resources available to fill up your Need for Approval cup. Let your cup run over in so many other ways that you don t expect, need, or seek approval from your prospects. Some business development people win the negotiation game on a consistent basis. Others are consistently defeated. In this course, we ll explore why those that are defeated on a consistent basis make substantially larger concessions than necessary. You ll also learn some strategies used by negotiating champions. Prospecting is the LIFE BLOOD of Sales. Cold calling, networking, referrals, strategic relationships, business alliances, and leads are all discussed in this course with one thing in mind: Sales people get treated like second-rate citizens. If you look like a salesperson, act like a salesperson, or sound like a salesperson, you will be treated like a salesperson! This course will give you non-traditional ways to be more effective when performing the most critical function of sales.

6 Purchase Habits Qualifying The way you personally make major purchases will significantly impact your sales success because the way you buy is the way you expect others to buy. Fundamentally, we are always imposing our own beliefs onto others. This course will help you to understand what you can do off the court to improve your sales effectiveness. Change the way you approach buying, and you will change the way you approach selling. DISQUALIFICATION is a systematic and unique approach to qualifying a prospect. By following the guidelines of DISQUALIFICATION, you will make the most efficient use of your time by spending your energy preparing proposals, quotes and presentations for only the most qualified prospects. Download the attached checklist and make it part of your sales process before offering any proposal, quote or presentation. Questions Relationship Building Advanced Principles Relationship Fundamentals Establishing the prospect s Fundamental Buying Motivation is the first step in the sales process. If your prospect does not have an emotionally compelling reason to buy, then you do not have a qualified prospect. In this course, we illustrate how asking questions can be the answer to determine if you have a viable sales opportunity. The principles of communication and human interaction may be used to remove the barriers and risks associated with sales transactions for our prospects. In this course, we ll explore the advanced relationship building principles that go beyond the basics. Learn how Neuro-Linguistic Programming (NLP), Understanding Filters, Transactional Analysis, and Okay /Not Okay can be used to build the necessary relationships for maintaining relationships. People buy from people they like. People trust people like themselves. People like and trust people like themselves or people that they would like to be like. Establishing rapport quickly and sincerely with your prospect is critical to helping them make the decision to buy your product or service. In Relationship Fundamentals, we explore how establishing a relationship with your prospect is essential to the sales process. Develop skills that will give you the slight-edge in building and maintaining your relationships with clients and prospects.

7 Sales Ladder Stress Management The Sales Ladder is a sales methodology designed to maintain control of the selling process. A ladder has two rails and steps. The rails hold the ladder together and the steps are used to elevate you to a higher place. In this non-traditional process you can climb your way to sales success by quickly determining who to spend time with and who not to spend time with. Consistent outcomes are determined by not only knowing where you are in the sales process, but more importantly knowing where your prospect is and what you must do to get them to the next step. By using the Sales Ladder, you will always know what to do next and why. Defining the types of stress and understanding the causes can have great impact on the ability to cope. In this course, you will learn the cycle of stress and how to make it work for you. While some may never be completely stressfree, this course will give you a variety of ways to help manage the stress of others and your own. Dr. Sarno suggests in his book, The Mind Body Connection, that all health problems stem from repressed stress. From the common cold to damaged vertebra, repressed stress will negatively impact you and will manifest itself in your weakest point. Complete this course and manage your stress more effectively. What you learned from your parents, your first sales manager, and some of the sales training you have participated in previously may not truly support your sales process. Supportive Beliefs Beliefs and values always drive behavior. And behavior drives feelings. Therefore, the beliefs, behaviors and feelings we bring into a situation provide a predetermined outcome. In this course, you will determine which beliefs and values support your sales process and how to fix those that don t. Follow the instructions and complete the exercises suggested to abolish the beliefs that do not support sales success.

8 What does the hand you ve been dealt look like? Do you want to hold them or fold them? Talent Management This course will take you all the way through the employment life line. We ll explore the best practices for hiring and interview tips and employee development and the do s and don ts of termination. We often survey employees and ask what they need to do to get an A on their proverbial report card. Then we ask the same of their managers. The difference in what we find is enormous! In this course, you will learn a variety of systems and formulas to deal with problem employees, and how to help them make the grade along with an organized approach to the dreaded employee evaluation. A team s performance is a reflection of the team leader! You ve heard the saying, There is no I in team. TEAM This course will give you a variety of TEAM principles from building loyalty to aiming your team in the right direction. How to define team success and failure is critical to any team s mission. You ll learn what to do when your team gets stuck, about different types of teams, and compensating the team. Together Each Achieves More. In the 70 s Jim Croce wrote a classic song If I could save time in a bottle. We can t save time, add time, or change time. We cannot prevent it from passing and once it has passed, it is gone forever. Time Management You can t manage time. You can only manage your schedule and how you use time. How you use time is driven by your priorities, your vision, and your mission. This course will give you proven, time-tested, but non-traditional ways to deal with stretched schedules, having to do more with less, and where to focus your energy and resources. We ll introduce the principles of meeting management and balance that will help you learn to use time more effectively to improve your profit position.

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