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Effective Sales Management
Learn to Effectively Manage a Sales Organization Part-time or full-time
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This Accelerator Group teaches the necessary skills to effectively manage a sales organization, either full-time or part-time.
Who Is This Group For?
While most of the skills learned can be used with a larger sales organization, this Accelerator Group is geared to working with people who manage smaller sales organizations, whether they are a full-time or part-time sales manager. (That is, they have another job which is most commonly either the CEO/President of the firm, or they are a working sales manager who has his/her own accounts).
What Is This Group Going to Do/Learn?
At the end of the program, you will have a developed a set of useful tools and methods by which you can manage your sales team and process. You will also have gained an understanding of the key issues involved with managing sales, including the process and the people. Not only by your own direct learning and experience, but also from being a participant in learning about different sales management issues from other non-competing companies.
Apply to participate in this Accelerator Group.
This Group has 11 session over about 14 weeks.
There is some advance preparation prior to Session 1.
Outline
Session 1: Roles of the Sales Manager
In this session we look at an overview of managing the sales process, coaching your sales people, and discuss the difference between a sales process and sales activity management systems and approaches like Spin Selling, Consultative Selling, Miller-Heiman, Value-Added Selling, etc.
Session 2: Your Existing Sales Process (Part 1)
Much of sales management is the ability to quickly manage the process that your sales people are using. In this session we review your existing sales process and determine if it is complete and understood.
Session 3: Your Existing Sales Process (Part 2)
What gets measured, gets managed. In this session we understand what is important to measure in your process. Most sales managers spend too much time monitoring the wrong things. This makes managing the process problematic. So we will discuss identifying useful measurement points.
Session 4: Managing the Sales Process
This session ties together Sessions 1-3 to assure that you have an effective understanding and methods for managing your sales process. It is expected that you can begin managing your sales process using these methods immediately following this session.
Session 5: Forecasting
We will discuss and review several issues around the illusive skill of forecasting. These include understanding the purpose of forecasting, forecasting mistakes, and some forecasting secrets to improve your ability to forecast accurately.
Session 6: Compensation
This session reviews compensation philosophy, including issues of fixed salary versus a commission structure. We look at quotas, caps, draws (recoverable and non-recoverable) among other issues. We also discuss the issues around compensation for inside sales people as well as outside sales people. You will create or validate a viable compensation plan for your company as a result of this module.
Session 7: Sales Meetings
Big companies have annual sales meetings and the local teams meet at various times. What does a small company do? How often should you have sales meetings? What are their purpose? What are secrets to successful sales meetings?
Session 8: Coaching Sales People
How do you motivate sales people? What are the key issues in managing sales people versus other employees? Is there a difference between inside people and outside people? What about evaluating sales people? How often, and for what purpose? Should you make joint sales calls with your sales people? If you do, in what role? What about sales training and product/service offering training?
Session 9: Account Management
Account management is a critical sales skill. Whether you deal with "major" accounts or a lot of smaller accounts, it is important. We will review account profiling and managing "share-of-customer."
Session 10: Hiring Sales People
This session reviews key issues in hiring good sales people including:
Selection criteria
Interviewing
Evaluating
Inside sales versus outside sales
Use of profiling tools
Session 11: Changing Your Sales Process
We believe in continuous improvement and you need to apply that principal to your sales process as well. How do you know if you have the right sales process, or if it needs tweaking? Also, when is it time to hire a full-time sales manager?
Fee
The fee for this Accelerator Group is $997. Payment is by credit card prior to the first session.
Schedule
The next Group start is planned for early 2009. If you are interested in that Group, please click the link below to apply.
Apply to participate in this Accelerator Group.
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