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Who should attend High Performance Sales Management
VP of Sales, Sales Managers
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High Performance Sales Management  

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Adventace, LLC.   

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VP of Sales, Sales Managers

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Seminar Summary:

Achieve sustainable, measurable performance improvement. Learn tactical and easy to implement processes to effectively manage and coach sales people.   (see full course description)

 
 
 

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Training Course Syllabus:


Summary

Achieve sustainable, measurable performance improvement. Learn tactical and easy to implement processes to effectively manage and coach sales people. 


 “Sales Management process is outstanding”

—Fred Cramer,
VP of Sales and Marketing. Guide Technologies


Objective

The objective of this seminar is to provide sales managers with the management skills to help them effectively manage and coach sales people, and run their sales operation to achieve measurable performance improvement.

 

Description

Normally a 2-day workshop, this half-day seminar focuses on helping managers resolve some of the most challenging areas of sales management through provision of the "Four Pillars of Sales Management"™:

  1. Opportunity Assessment.  Managers learn how to quickly and consistently identify and rectify early key problem areas on opportunities using the Opportunity Analyzer™. This increases win rates and reduces the cost of sales pursuit.
  2. Pipeline Balance & Management. Managers are provided with the means to help sellers achieve and then maintain balanced pipelines with the Pipeline Balance Algorithm. This, in turn, helps them achieve quota.
  3. People Development. Managers are shown how to quickly and proactively identify skill deficiencies through the use of a Skill Analyzer, and then how to develop a surgical Personal Development Plan™ to achieve measurable performance improvement.
  4. Continuous Improvement.  Managers are shown the Operations Review process designed to “pull it all together”. This field-coaching program helps you establish highly effective sales management habits that will translate into highly effective sales habits for sellers.

 

A Sample of the Critical Business Issues We Will Help You Solve:
Selling was natural and intuitive. Sales management is not.

Every quarter my sales people nearly clear their pipelines to make quota. Then when the new quarter begins they have to rebuild their pipeline.

  • My sellers fail to recognize holes on opportunities and we lose late in the sell cycle.
  • I need a more surgical approach to helping my sales people.
  • Not enough of our new hires develop into top producers.
  • I spend far too much time selling instead of managing.
  • Sellers don’t know when to disqualify opportunities.

Agenda

During this intensive half-day seminar we will:

  • Show you how to Create The a High Performance Sales Environment for your sales organization
  • Using the Opportunity Analyzer™, provide a systematic approach to analyzing opportunities, quickly and proactively identifying critical problem areas, and identifying surgical fixes
  • Show you how to develop a Pipeline Balancing Algorithm™ for you sellers
  • Demonstrate how to help your sales people achieve continuous pipeline balance
  • Using a Skill Analyzer™, show you how to determine where skill deficiencies exist that impact a seller’s performance, and how to develop a Personal Development Plan™ to achieve measurable performance improvement.
  • Demonstrate the Operations Review™: The process you should use in the field to help you achieve long-term performance improvement
  • Provide you with key metrics you should help individuals and your team achieve.
     

What You Will Take With You

  • High Performance Sales Management Manual
  • Electronic Tool Kit (sent to your email address after the seminar). Some of the tools included:
    • Operations Review Process – The Agenda to consistently and methodically reinforce the processes and skills at all levels in the sales operation needed to create The High Performance Sales Environment.
    • Opportunity Analyzer – This will allow managers and sellers to quickly identify key problem areas in opportunities, so you can then take early action to get the opportunity back on track or disqualify it.
    • Pipeline Milestones - The milestones will help you to accurately assess the status of opportunities. This sets the stage for accurate pipeline assessment and forecasting.
    • Pipeline Balance Algorithm Calculator - Tool to help you calculate pipeline balance goals for you and your team.
    • Seller Skills Analyzer and Personal Development Plan – Use these tools to assess the key selling skills of each of your team members to identify areas of strength and weakness. After you have identified areas for improvement, you can then develop a plan to help an individual seller increase their personal selling power that you can track and measure.

Seminar Summary:

Achieve sustainable, measurable performance improvement. Learn tactical and easy to implement processes to effectively manage and coach sales people.   (see full course description)

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