Advanced Sales Management for Technology Companies

Subject overview

Managing a high performance sales organization is one of the most complex, challenging and rewarding opportunities in today’s business world. It involves two principle areas of responsibility: managing the sales function and managing salespeople.

The latter incorporates all important aspects of "people sales management": visioning, leading, goal setting, performance evaluation and feedback, recruiting, training, coaching, and motivating. Because these "people management" aspects are the ones that most leverage sales results, they are the learning focus of this workshop and seminar.

Advanced Sales Management Workshop

Workshop Summary: Mr. Carroll conducts discussions with company sales management and executive personnel in advance of the workshop in order to understand company circumstances and issues relative to managing salespeople. The Mentor advanced sales management program is combined with custom strategies and actions. The workshop is built on advanced sales management solutions based on that information and includes considerable interaction with sales managers and company management for their input. A follow up plan of implementation is agreed upon and put into action.

Topics:

Essentials of guiding and coaching salespeople (love isn’t one of them)
Motivating and inspiring your people by example
Setting the vision for salespeople (beginning with the end in mind)
The 4 R’s of great sales management
How, why and when to review performance against goals and requirements
The 5 essentials of leading people and how to communicate brilliantly with them
Getting enthusiastic buy-in from salespeople on goals and requirements
How to understand what’s really going on in an account
How to recruit winning salespeople every time—4 invaluable tips and programs
How to have your group willingly become a "learning sales organization"

Participants: Sales managers, company management (optional)

Objectives: Understand and begin practicing the best strategies and actions for managing salespeople.

Deliverables: A customized sales management "template" and an implementation plan agreed upon by participants.

Time: 4 hours

Cost: Call or write Amanda Hooper, 888-773-9712 or amanda@saleslinks.com

One Day Advanced Sales Management Seminar

Seminar Summary: An expanded version of the workshop with additional topics and management strategy write ups for one salesperson by each participant.

Participants: Sales managers, company management (optional)

Objectives: Learn and adopt a complete, synergistic system in people management and development

Deliverable: Written strategy and management action plan for one salesperson by each participant

Time: One full day

Cost: Call or write Amanda Hooper, 888-773-9712 or amanda@saleslinks.com