Sales Management Track The following modules and courses are included with the Sales Management Track.

Transcription

1 Sales Management Track The following modules and courses are included with the Sales Management Track. LEADERSHIP MODULE Teaches leadership skills for balancing value for customers and employees and creating a climate of empowerment, innovation, agility, and ethical behavior. Leadership This training contains the following: Using EJ4 to Lead; How to Work a Room Part One; How to Work a Room Part Two. 26 Becoming an Excellent Leader This training contains the following: Introduction to Leadership; Leadership Fundamentals; Characteristics of Leaders; Leadership and Power; How to be a Follow-able Leader; Creating Followership; How to Motivate Employees; Motivational Leadership; Effective Delegation; Empowering Followers; Building an Effective Leadership Team; Developing Followers; Developing Yourself as a Leader; Daily Leadership Checklist; Putting it All Together 172 DISC Leading Skills Diversity This training contains the following: Leading the High D; Leading the High I; Leading the High S; Leading the High C. This training contains the following: Diversity- Inclusive Setting the Stage; Diversity - Inclusive Facilitating Training Framework for Execution This training contains the following: The Failure to Execute; Reasons for Poor Execution; The Current Situation; A Framework for Execution. 30 Mentoring This training contains the following: What is Mentoring?; Why a Mentoring Program?; Creating a Mentoring Program; Matching Proteges with Mentors; Making a Mentoring Agreement; How to be a Mentor; How to be a Protege; Mentoring Meeting Guidelines. 72 Mistakes Leaders Make This training contains the following: Six Wrong Ways to Manage: Impedership; Eight Signs of a Dysfunctional Organization; Fixing the Dysfunction 55 Strategic Leadership This training contains the following: T.H.E. Answer for Business Success; Vision, Mission and Values 21 Transformational Leadership This training contains the following: Transforming the Organization; Dealing with Resistance; Creating Focus During Change. 23

2 SUPERVISION MODULE Teaches how to be a leader and how to get the most out of your people through practical techniques. Supervision This training contains the following: Analyzing Poor Performers; Motivating Won't Dos; Productivity Through Praise; Progressive Discipline; Managing Different Generations; Assertiveness without Aggressiveness; Staying Positive; Going from Co-Worker to Boss; Supervising a Pronoid; Effective Performance Reviews; Running a Sales Meeting; Coaching Sales Reps; Riding Along; Managing People Offsite; SMART Goals; Delegation; Concerned Conversations; Managing Negativity; Rethinking Brainstorming. 133 Supervision: Coaching Skills This training contains the following: Introduction; Leadership Styles; Adapting Your Style; The Coaching Process; Giving Feedback. 26 Supervision: Employee Engagement This training contains the following: Ridiculous or Strategic?; The Business Case for Engagement; Measuring Employee Engagement; Managing for Engagement; Creating an Engaged Organization. 35 NEGOTIATING MODULE Teaches negotiation skills aimed at developing successful long term business relationships. Negotiating This training contains the following: Introduction to Negotiating; Developing the Right Mindset; Using Decision Keys (Framing); Negotiating Styles; Analyzing the Upcoming Negotiation; Identifying and Developing Leverage; The Negotiation Process; Reaching Agreement; Evaluate Your Performance; Adapting for DISC Styles; Recognizing and Dealing With Tactics. 62 COMMUNICATIONS MODULE Includes training on different types of non-verbal communication; how to have great conversations and be an effective listener; and dealing with upset customers. Communication Styles: DISC This training contains the following: DISC Introduction; DISC Questionnaire; Understanding DISC Styles; DISC Style: High D; DISC Style: High I; DISC Style: High S; DISC Style: High C; Selling the High D; Selling the High I; Selling the High S; Selling the High C; Leading the High D; Leading the High I; Leading the High S; Leading the High C; Determine Styles of Others 100 Communication Styles: Emotional Intelligence This training contains the following: What is Emotional Intelligence?; Developing Self-Awareness; Developing Self Regulation; Developing Self Motivation; Developing Empathy; Developing Effective Relationships; Emotional Intelligence and DISC. 70 Communications This training contains the following: Active Listening; How to be a Great Conversationalist; Verbal Communication; Straight Talk on Bad Language; Handling Angry Callers; Putdown Offenders; How Do You Know What You Don't Know? 50

3 Communications: Assertive Verbal Skills Series This training contains the following: Developing Assertiveness; Dealing with Manipulation; Assertive Communication Techniques. 53 Communications: Healthy Communication This training contains the following: How We Recognize Each other; Personal Tapes; Hired to Win; Everyone's OK; PAC Analysis; Games Workers Play; The OK Worker. 50 Communications: Nonverbal Communication Communication: Respect Series This training contains the following: Defining Nonverbal Communication; Aligning Nonverbal Communication with Intentions; Workplace Standards: Appearance; Workplace Standards; Leveraging Nonverbals for Success. This training contains the following: How to Be Liked; How to Be Respected; Working with Dislike CUSTOMER SERVICE MODULE Teaches skills and behaviors required to achieve exceptional customer service. Customer Service Customer Service: Feedback This training contains the following: Creating Great Customer Conversations; The 4 P's in Creating Loyal Customers; Do They Like You; The Next Level; Cutting Expenses. This training contains the following: Introduction to Feedback; Feedback Basics; Ways to Get Feedback; Complaint Tracking; Question of the Week; Focus Groups; Advisory Panels; Interviews; Surveys: Planning; Surveys: Satisfaction Items; Surveys: Response Formats; Surveys: Writing Statements; Surveys: Reporting and Interpreting; Report Cards and Phone Calls; Mystery Shopper; MBWA KEY ACCOUNT SELLING MODULE Training for key account sellers to teach them complex selling skills and sales tactics. Advanced Key Account Selling This training contains the following: Creating an "Elevator Pitch"; Building GREAT Sales Relationships; Dealing with Competition; Gotchas!; Long-Term Development. 57 Basics of Key Account Selling This training contains the following: Introduction to Key Account Selling; How to Sell More; Creating a GREAT Sales Company; Value-Added Selling; Lifetime Customer Value; What Customers Want from Salespeople: No Push Selling 68 Key Account Planning Key Account Sales Call Key Account Sales Call Techniques This training contains the following: Key Account Selling Worksheet; Account Types; Business Condition: Analyzing the Opportunity; Stages of the Sale: Conceptual Selling; Buying Criteria: Influencing the Decision Criteria; Buyer Roles: Selling to Key Account Buyers; Buyer Wins: Identifying Personal and Organizational Wins. This training contains the following: Sales Call Planning Worksheet; Improving Sales with the "Sales Cycle"; Setting Sales Call Goals; The 5-Minute Call Pre- Brief; The 5-Minute Call De-Brief. This training contains the following: Opening the Call; Finding Unmet Needs; Summary/Checkpoint; Selling Benefits; Handling Objections; No Push Closing

4 SELLING SKILLS MODULE Teaches skills to show customers how they can profitably use your products. Selling Skills Selling Skills: DISC Selling Skills This training contains the following: QuickSell; Closing the Sale; No, But, If; Determining Customer Needs; Handling Tough Customers; Customer Service Basics; Selling To Different Customer Roles; Selling in New Products; Turning Features into Benefits; Building GREAT Sales Relationships; Retailer Hot Buttons Part 1; Retailer Hot Buttons Part 2; Speaking Customer; When to Shut Up; Smile; Defeating Stalls. This training contains the following: Selling the High D; Selling the High I; Selling the High S; Selling the High C Selling Skills: Objections Series This training contains the following: Misunderstanding; Doubt; Indifference; True Negative. 22 TERRITORY DEVELOPMENT MODULE Teaches techniques to help grow your sales territory the right way. Characteristics of the Sale Developing Your Territory Lead Development Sales Communications This training contains the following: Key Account Selling Overview; Introduction to the Sales Cycle LINE; Sales Cycle LINE A; Sales Cycle LINE B; Analytics and Metrics; Product Knowledge. This training contains the following: Building the Sales Plan; Summarizing the Business Situation This training contains the following: Elevator Speech Value Proposition; The Marketing Link; Social Media Networking. This training contains the following: Internal Sales Communication; Writing Sales Proposals Selling at a Distance Territory Administration This training contains the following: Gathering Prospect Information; Phone Selling; The Virtual Presentation This training contains the following: Record Keeping; Personal Management Tracking; Using Portable Media; Using CRM Effectively Territory Development Introduction Territory Management The Sales Process This training contains the following: The Realities of Selling in the 21st Century; The New Sales Skills; The Sales Funnel; How Customers Want to Be Sold To; Exceptional Service This training contains the following: Managing a New Territory; Analyzing Territory; Decision Makers vs. lnfluencers; Prioritizing Your Territory; Managing Your Sales Pipeline. This training contains the following: DISC; Uncovering Needs; Advanced Questioning Techniques; Overcoming Objections; No Fuss Closing

5 PRESENTATION SKILLS MODULE Teaches tips and techniques of how to create a presentation that will get you results. Presentation Skills This training contains the following: Basic Questions; Organizing; Opening; Closing; How to Make a Point; Punching up Your Presentation; Creating Slides; Handouts; Using Audio Visuals; Before the Presentation; Psyching Up, Not Out; Handling Questions; Handling Distractions; After the Presentation. 127 MHEDA VIDEO CONFERENCES AND WEBINARS Selling Engineered Systems to Groups and Committees Presented by Scott Hennie, President, Elite Supply Chain Solutions, Inc. Today s selling environment is much different than it was several years ago. Seldom is a selling event a one-on-one face to face meeting. Prospects are bringing in staff, supervisors, managers, V.P s and Executives, at some or all phases of sales development, to participate in the process. Who are the key decision makers? Who are the decision influencers? How do you handle different behavior styles in one room? Body Language Secrets Presented by Michael C. Anthony, Award Winning Speaker and Entertainer. Did you know that 55% of all communication is non-verbal and only 7% is the actual words we use? Understanding what employers, professors, friends and colleagues are saying without knowing it is a crucial skill to have. Now you can know what others are thinking simply by understanding their body language. You will also learn to change your own body language to speak to others without saying a word. How to Sell With Questions: Focus on the Customer Instead of the Stuff Presented by Gary T. Moore, Material Handling Industry Veteran, Speaker, Author and former President/Owner of Material Handling Equipment Company Learn how to use open ended questions to focus the sales process on the customer and the 26 most powerful open ended questions in material handling. How and Why to Implement a Sales Process Model at Your Company Presented by Gary T. Moore, Material Handling Industry Veteran, Speaker, Author and former President/Owner of Material Handling Equipment Company. Gary will explain the importance of establishing a consistent sales process model, provide a selection of sales models and then share an overview of the sales process model he created specifically for material handling sales.

6 Three Critical Sales Process Skills Presented by Gary T. Moore, Material Handling Industry Veteran, Speaker, Author and former President/Owner of Material Handling Equipment Company 1) Selling Big How to succeed with large order opportunities in the material handling world. Learn specific steps in our industry to succeed with large order opportunities. 2) Creating Proposals How to create sales proposals that sell not just quote. Learn how to use the customer answers to open ended questions to create sales proposals that focus on the customer and make your sales proposals stand out from the crowd. 3) Conducting Sales Meetings How to conduct effective sales meetings instead of anti-sales meetings! 150 Six-Key Techniques Used by Top Sales Performers Presented by Jim Facente, Founder and President of Creative Sales Solutions Learn the difference between finding the customer s pain and uncovering the customer s buying motive and how top sales reps discover both; one power technique top performers use that 85% of sales reps never use; and so much more! Visionary Selling: Stop Thinking Small to Sell Big The Essence of Business Planning Presented by Barbara Geraghty, Keynote Speaker, Sales Trainer, Author of Visionary Selling. To sell to C-Level execs, you need the confidence and competence to establish a high-level executive interface and understand the customer s business operations. Visionary Selling prepares you to gain access to the right person with the right message. Presented by Ed Ketcham, Sales Manager and Todd Gillespie, Director of IT and Marketing, Riekes Equipment Company and Kevin Katona, President, DACO Corporation. Are you tired of lackluster results and slow growth? Do you dream about success but just aren t able to get there? Whether you are a hundredthousand dollar company or a multi-million dollar one, this webinar will help you learn how to strategically plan for your success and improve your bottom line. This webinar will discuss the importance of why you need a plan, putting your plan into action and reviewing it and adjusting it based on changing conditions. Ask yourself Do I want to watch things happen or make things happen? Recruiting Young Talent Presented by MHEDA Member Bill Rowan, President, Sunbelt Industrial Trucks. We are always looking for sources to recruit new employees into our dealerships. Local and state colleges/universities provide a terrific resource for these candidates. Many colleges and universities now offer programs in sales, logistics and other material handling related areas. This webinar will discuss how to work with local universities to locate candidates for positions in your dealerships. We will also discuss setting up summer internships which allows you to audition future employees while utilizing relatively low cost labor to work on projects within your dealership.

7 Recruiting and Retaining Presented by Herb Greenberg, PhD, Founder/CEO and Patrick Sweeney, Top Salespeople President of Caliper. The accelerated speed of communication and our ability to access information with just a few keystrokes is changing everything including the way we buy and sell. In today s marketplace, 70% of a buyer s decision is already made before they encounter a salesperson. But even though the marketplace has changed, there are fundamental aspects of sales that still remain including the qualities that make salespeople great. Do you know which qualities your top performing salespeople share? And do you know which of your average performers have the potential to be your next top performers?