Maximum Performance Training Workshops
Sales Leadership Skills
You can't improve salespeople without first improving sales management!
To have a successful sales force, you must have effective sales management. A mistake many companies make is to focus all their training efforts on salespeople and not on improving sales management.
First class sales management will positively impact your sales force more than any other single factor. In fact, excellent sales management will do wonders to improve the skills of average salespeople. Conversely, mediocre sales management will diminish and decrease the performance of excellent salespeople.
This two-day workshop is designed to help improve sales management effectiveness! Whether you are an owner/executive who is also managing salespeople or a dedicated sales manager, this workshop will help!
Managing and motivating salespeople presents a special challenge. Salespeople are different than other employees. Unless properly managed, salespeople will never reach their full potential. If you apply the ideas and methods learned in this workshop you will be able to manage and motivate your salespeople so they reach their full potential!
Who should attend?
- Owner/Manager
- Sales Managers
- Future Sales Managers
What you'll learn
- The eight vital functions of sales management success
- The critical skill that accounts for 70% of your success
- Where and how to recruit top performing salespeople
- An interview process to "weed out" unqualified candidates
- Understand legal guidelines for interviewing
- Two different types of pre-employment tests
- How to motivate salespeople
- Field supervision techniques: when and how to work with salespeople
- How to perform a "Curb-Side Conference"
- Negative sales manager roles and how to avoid them
- Developing performance standards for salespeople
- How to deal with the problem salesperson
- How to have a disciplinary conversation with a salesperson
- When and how to "De-Hire" a salesperson
- And much more...