New View Group - Sales Training

HIGH PERFORMANCE SALES MANAGEMENT

Why attend:

Few Sales Managers achieve the results they and their bosses want
Most began as Sales Executives and were later promoted to Sales Managers.
The skills required of Sales Managers differ significantly from those of Sales Executives.
Most Sales Managers never receive the training required to excel in their new positions.
Skilled Sales Managers have the greatest impact on sales forces and overall revenues!

Who should attend:

Business Owners who are also their own Sales Managers
Sales Managers promoted from the ranks of the sales team

What is covered:

Session 1 Friday, 10 AM – 3 PM	Session 3 Friday, 10 AM – 3 PM
The Big Picture of Sales Management	Review Action Plans – Part 2
The Successful Front Line Sales Manager	Consultative Sales
Time Management for Sales Managers	Lead and Prospect Tracking Systems
Sales Management Cliff Notes	Pipeline Management Meetings
Creating a Strong Work Environment	Pipeline Updates - Market Research Questions
Hiring – The Process	Pipeline Updates – Prospect Questions
Where to Find Candidates	Establishing Territories
Interviewing Candidates	Compensation Programs
Hiring – Compatibility Questions	Salary, Bonus, Commission & Expenses
Terminating Marginal Performers	Controlling Expenses
Mastering New Skills & Changing Behaviors	Keys to Successful Recognition
	Incentives & Contest Ideas
Assignment – Sales Action Plan – Part 1	Assignment – Sales Action Plan – Part 3
Session 2 Friday, 10 AM – 3 PM	Session 4 Friday, 10 AM – 3 PM
Review Action Plans – Part 1	Review Action Plans – Part 3
Sales People Are Different	The Difference Between Managers & Leaders
Behavioral Styles - Use of DISC Profiles	How to Think & Act Like a Leader
Values, Attitudes, and Beliefs	Play the Role to Influence People
Coaching for Peak Performance	An Enormous Sales Goal - Overreaching
Discovery Questioning for Coaches	Raising the Performance Bar
Coaching Dominants & Influencers (D & I)	Lack of Teamwork - Tigers Can Work Together
Coaching the Steady & the Cautious (S & C)	Morale is Bad
Field Coaching	Turning Around a Prolonged Losing Streak
Performance Appraisals	Getting a Big Victory, Quickly
Sales Forecasting & Planning	Dealing With Problem Salespeople
Key Tactical Performance Indicators	Excessive Turnover
Conducting Effective Sales Meetings	Monthly Sales Management S.I.G. Meetings
Assignment – Sales Action Plan – Part 2	Assignment – Sales Action Plan – Part 3 + Recommended Reading

Attend an FREE Executive Briefing to learn more:

Call for dates and times.

Location: 4811 East Grant Road, Suite 261
Tucson, AZ 85712

Call 520-529-0816 to rsvp or
click Here to email New View Group