SUPERIOR SALES MANAGEMENT

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1 SUPERIOR SALES MANAGEMENT The most important and most overlooked skill in building and maintaining a high level of sales effectiveness in a professional sales force is that of sales management. Our experience and the experience of hundreds of consultants and trainers have shown that the most overlooked professional manager is the sales manager. Usually promoted after years of success in selling, they are given little training in leadership and management skills. This results in frustration, lost results due to learning by trial and error, and the loss of credibility within the ranks of senior management. This program condenses and synthesizes more than 20 years of experience and research on the subject of effective sales management. This course is the most complete and comprehensive treatment of sales management assembled for presentation in any form. CONTENTS THE PIVOTAL SKILL MANAGING AND LEADING PLANNING FOR SUCCESS THE SALES PLAN RECRUITING SALES PEOPLE INTERVIEWING AND SELECTING COMMUNICATING FOR RESULTS MOTIVATING SALES PEOPLE EFFECTIVE DELEGATION STRATEGY AND POSITIONING SALES TRAINING THE WINNING TEAM TERRITORY MANAGEMENT SALES SUPERVISION SKILLS COACHING KEY ACCOUNTS COMMUNICATION CHANNELS SALES MEETINGS PERFORMANCE APPRAISALS THE PROBLEM SALES PERSON HIGH PERFORMANCE MANAGEMENT TIME MANAGEMENT LEADING THE ACTION PUSHING TO THE FRONT SYNOPSIS The Pivotal Skill Introduction to Sales Management. This program, based on 30 years of experience plus comprehensive research. The difference between sales and management and sales success. The seven rules of the sales manager. The complexity of selling today seven factors. The responsibility of managing. Five key things you will learn in this course. Turning the experience of others into success for yourself.

2 Managing and Leading The difference between a manager and a leader. Getting results through others. Achieving extraordinary performance. Seven management tools you need to be the best. Identifying essential core competencies. Developing the winning edges in your field. Seven key management tasks. Becoming brilliant on the basics. Three key requirements to fulfill your promise and potential. Planning for Success Planning the primary job of the sales manager. Key to making your numbers. Three steps to planning begins with sales forecasting. Developing accurate forecasts and projections five factors. Eight key ingredients in planning for success. Seven essentials for proper analysis and forecasting accuracy. Planning your work and working your plan. The Sales Plan General approach to making your overall numbers. Key consideration is return on time invested. Setting individual sales targets five methods. Seven things every sales plan must consider. Five elements that impact individual sales performance. The importance of clarity up, down and sideways. Performing your most important function. Recruiting Sales People The vital function of the sales manager. Using zero-based thinking as a key planning tool. Developing an objective profile of the sales person six considerations. Designing a job description qualities, skills and personality. Sources of sales recruits eight places to look. Final points on sales recruiting. Interviewing and Selecting Selection central to building a top sales team. Hiring the best. The law of three for improving selection procedures. Qualities to look for from customers standpoint; the big ten. Using the SWAN formula in interviewing. The importance of image and appearance. Seven interviewing skills you can learn. Check references personally. Seven ways to help you make the final decision. Communicating for Results Ability to communicate equals 85% of success. Central to personal effectiveness. Preparation is the starting point. Timing is crucial for good communication. Eliminating barriers to communication. Achieving greater clarity four ideas. The five essentials of excellent listening. Take time out for mental digestion four factors to consider. Your tone of voice five things to remember. Improving the quality of your life. Motivating Sales People One of the key jobs of the sales manager. The interaction model of effectiveness. Everything counts. Understanding the sales persons job. The rule of self-esteem and performance five considerations. The performance formula, Motivation x Ability. Five personality skills for motivation. Key job requirements for high performance. Four ways to build self esteem and self image. Effective Delegation The core management skill enables you to leverage, multiply yourself. From doing to controlling. Five forms of management: vision and values, reason and rationale, specifics, objectives and exception. Cast relevant maturity three levels. How to delegate three methods. Seven parts of the process of delegation. The step-by-step method of delegation seven ideas. The four final rules of delegation.

3 Strategy and Positioning The keys to getting sales results. Five key knowledge areas for the sales manager. Three things to know about your company. Current situation analysis four parts. Company culture; two elements. Product/service knowledge six ingredients. Seven key questions for market analysis. Competitive analysis seven things you must know. The business of the sales person four parts. Building loyalty, commitment, competence and ownership in your sales force. Sales Training Well trained sales force; key to competitive advantage. Sales manager as pivotal person in sales organization. Seven keys to sales training. Types and methodologies of sales training. Sales training design five essentials. On the job training sales manager function. Skill coaching. Self-development three parts. Company sales meetings for training and development. Four key ideas on training. Training continuously. The Winning Team Building a superior sales team. Six keys to team building. Two basic needs of individuals and teams. The Hewlett-Packard model of team effectiveness five parts. Four ways to motivate your sales team. Encouraging team activities seven elements. Three keys to creating a team culture. Territory Management Maximizing sales and margins in each market area. Dividing total territory into subsets. Increasing return on time invested of sales people. Two types of territories. Types of sales determine territory allocation. Territory analysis the three steps. Classifying accounts. Determining number of prospects. Considering geography. Aim of a territory design. Maximize selling time. Accurate records seven activities sales people should measure. How to teach territory management to your sales people. Sales Supervision Hands-on management essential to sales success. Careful selection, thorough training, continuous supervision all necessary. Inspecting what you expect. Management by teaching. Requirements for direct supervision. Seven advantages of field supervision; how to maximize them. The process of field supervision seven steps. Procedure for sales calls nine essential elements. What to do, how to do it, when to do it, where to do it, and how to follow-up. The five roles of the sales supervisor. Skills Coaching Enables sales manager to maximize potential of individual sales people. Key to sales improvement. Central to your success. Everyone needs coaching. The pivotal role in developing sales effectiveness. Essential to coach in the field. Developing an ideal model to coach against. Describing your ideal sales person. Observing top sales people in action. Coaching sales skills how to do it. Seven steps to improving sales skills. Why skill coaching breaks down seven reasons. Seven benefits of skill coaching. Skill coaching is the foundation of a world class team. Key Accounts May represent 80% of revenues in territory. Developing key accounts a major sales management function. Four reasons to be good in key account management. Five parts of setting strategy in the key account. Which accounts did you invest in? Five ways

4 to decide. Nine steps to key account planning. Identifying the decision makers. Key intervention points? Advantages of strategic coaching three benefits. Communication Channels Assuring proper information flows to sales people. Using communication as a tool/skill. Three ways to communicate. Three directions of communication. Representing the senior management. Representing your sales people to senior management. Call reports four ways to make them more effective. Customer analysis what do you need to know? Clarity of commission statements. Expense reports; how much detail. Telephone communications. Bulletins and sales letters. Tapes, manuals, catalogs. Improving communication at all levels and in all directions. Sales Meetings Meetings are a tool of effective sales management. Five main reasons for sales meetings. Planning the sales meeting six steps. Five different types of sales meetings. How to structure effective sales meetings. Ideas for better sales meetings. Role playing. Sales panels. Dealing with concerns and complaints. Fun activities. The Problem Sales Person People don t change. Turn over is a fact of life. Three types of problem sales people. Using performance appraisal to deal with problems. Saving the problem sales person. Firing as the flip side of hiring. Six considerations in letting someone go. The process of firing with minimum stress and limited legal ramifications ten parts. High Performance Management Your goal? Be an outstanding manager of a world class sales team. Three requirements. Excellent physical health is essential. Importance of proper diet, proper exercise and proper rest. Achieving low stress, high performance. Identifying major stresses at work. The big seven and how to minimize them. Seven key antidotes to stress and how to achieve peak performance at work. Time Management Your results determine your rewards. Controlling your work. Starting with clear goals and objectives. Your highest value activities? Key result areas. Eliminating the time wasters seven ideas. People interruptions drop-in visitors. Saving time in meetings. Thinking before acting to save time. Concentration and single handling, the core of time management practices. Seven final keys to increase productivity. Leading the Action Leadership is the key quality of management. Definition of leadership. Choosing the area of excellence. Basic facts of sales management. Central role of the manager. Role of the leader? Unlock potential! Key qualities of sales leadership the most in demand. Military principles of strategy applied to sales management the big eight. Intent result orientation the key quality of leaders. How sales management prepares you for great success in life. Pushing to the Front Your job is a stepping stone to fulfilling your potential. Your possibilities determine your thinking four mental laws. Why you become what you think about. The importance of positive self-talk, positive mental food. Viewing yourself as a bundle of resources. Identifying your unique talents. Seeing yourself as self-employed. Focusing on your core

5 competencies. Committing yourself to life long learning. To earn more you must learn more. Read, listen to tapes, attend seminars. Why your success is inevitable.

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