Sales Management Training Programs

• Salespeople who aren’t meeting their sales goals?
  
• An inadequate hiring process?
  
• Unmotivated salespeople?
  
• Sales turnover?
  
• Always training new reps – and never getting traction in the market?
  
• Salespeople who don’t/won’t prospect?
  
• Lackluster attendance/participation by salespeople in sales meetings?
  
• Approval seekers… instead of “hunters”?
  
• Insufficient Sales Management tools to help you do your job?
  
• Lack of clear understanding of the Sale Management role?

Do you waste your time monitoring, correcting, and disciplining salespeople? Do they fail to meet your expectations? Do you have to constantly remind them to prospect, follow-up, turn in paperwork, be prepared for sales calls, etc? Do you have a lot of work, stress and frustration … with minimal results? Do you have good salespeople that you know could be much better? Do the majority of your sales come from a “chosen few” instead of the entire sales team?

Let Resolution Systems help you…

• Observe salespeople in the field to understand each reps strengths and developmental areas
  
• Conduct curbside coaching to help reps improve their performance
  
• Help salespeople make their careers personally rewarding, in order to fuel motivation
  
• Provide leadership and guidance to achieve specific company goals and quotas
• Exercise self-awareness to engage each salesperson uniquely for maximum results
  
• Execute a solid plan of action to grow the sales and customer-base

Typically, a poor Sales Manager has one of two problems. Either they don’t understand the role of a Sales Manager, or, they don’t have the resources available to do the job effectively. In many cases, it is both.

• Reduce turnover significantly
  
• Implement a repeatable system for success
  
• Increase sales and margins
  
• Clarify and drive the sales process
  
• Reduce personal and departmental frustration
  
• Provide more accurate forecasting
  
• Develop a more solid sales strategy for effectively approaching the marketplace with a competitive value proposition

The Sales Management Summit offers a complete process for effective Sales Management. No more doubt, worries or fears about how to run an effective sales team. No more concerns over who to hire. No more sleepless nights about meeting sales quotas. This sales management training program is for you – the sales leader. Proven tools and systems are at your disposal to improve the performance of your team – starting as soon as you complete the program. You can implement the tools and systems immediately! No waiting or complicated systems to work out.
Click here to download the Sales Management Summit Info Pack

• Hire and retain Sales Champions
  
• Elevate performance through an effective Sales Management process
  
• Continually develop their sales teams selling skills
  
• Become a more effective Sales Coach
  
• Stop unproductive activities by becoming a Sales Partner with their salespeople
  
• Understand their salespeople better for more personalized Sales Management
  
• Develop a legitimate sales culture
  
• Establish a climate of accountability
  
• Understand their Sales Management role better
  
• Use our Sales Management Tools that generate real-world sales results

The Sales Management Summit offers a complete process for effective Sales Management. No more doubt, worries or fears about how to run an effective sales team. No more concerns over who to hire. No more sleepless nights about meeting sales quotas. This sales management training program is for you – the sales leader. Proven tools and systems are at your disposal to improve the performance of your team – starting as soon as you complete the program. You can implement the tools and systems immediately! No waiting or complicated systems to work out.

• Sales Management Assessment
  
• Qualified Prospect Forms
  
• Sales Champion Coaching Audits
  
• Sales Expectations System

• The Unique Role of Sales Management & The Dynamics of Sales Leadership
  
• The Sales Champion Battery™ Assessment System
  
• Hiring Sales Champions: How To Do It Right Every Time
  
• The Six Types of Sales Managers: Which One are You?
  
• How to Troubleshoot and Fix Performance Problems
  
• The Secrets to Joint Calls and Curbside Coaching That Pay Off
  
• Why Sales Managers Experience Turnover and How to Prevent It
• Establishing Iron-Clad Expectations and a Sales Accountability Culture
  
• The 7-Step Filter – Ensuring Your Salespeople are Only Selling to Qualified Buyers
  
• How To Develop and Deliver Powerful Sales Meetings That Impact Your Sales Team
• In-Depth Discussions Related to Areas of Personal Interest

• Hiring better salespeople
  
• Troubleshooting performance issues with existing Sales Managers and salespeople
  
• Developing their team of Sales Managers into better coaches for their salespeople

I could give you a long list of reasons why Sales Managers lack respect from their sales team and why their credibility is shot. However, I want to focus on just one problem that I see quite often. There is a quick way that many Sales Managers lose credibility with their sales team members – their lack of taking decisive action when dealing with poor sales performers.

Too many Sales Managers, for a myriad of reasons, fail to address the issues associated with a poor sales performer. They talk about them with other people or managers. They listen to their excuses month after month. They think changing their compensation plan might help or a new territory or product will fix the problem.

Instead, what really happens is the salesperson in questions monopolizes the Sales Manager’s time and energy while the other salespeople shake their heads and shrug their shoulders each night as they go home and download on their spouse. They can’t figure out why their co-worker is not pulling their own weight and why the Sales Manager hasn’t done anything about it.

Allowing poor performers to hang out too long simply reinforces poor performance. If no accountability is in place, then why should the poor sales performer step up and make an effort? Empty promises and hollow threats from the Sales Manager don’t mean a thing. The salesperson still collects a paycheck and the rest of the team gets more and more frustrated with the lack of decisive action.

If you have a salesperson that isn’t performing, it’s your responsibility to take action to find out why and work to resolve it.

• Poor sales hire – salesperson is not “wired” for the job
  
• Lack of effective sales training
  
• Sales Manager is a micro-manager
  
• Inability to handle stress
  
• Lack “self-starting” ability
  
• Inability to set goals
  
• Can’t handle objections or rejection from prospects
  
• They are an approval-seeker and want to be liked by everyone – especially prospects
  
• Inability to position themselves well in the minds of their prospects
  
• Lack common sense and practical thinking skills
  
• Unmotivated due to poor job fit
• Insufficient product training
  
• And many, many more…

I’m an advocate for always first attempting to find the source of the lackluster sales performance and
fixing it… if possible. However, if you haven’t discovered it through diligent analysis, then your options
are reduced to either moving them to another position in the company or removing them completely.

In either case, your attention to this serious problem is desperately needed on the part of the
sales team. And it cannot function as a sales team unless you build the confidence of the
sales team that you’re right for the job. You must prove that you will make decisions that are
in the best interest of the team and have a strong desire to create an environment of success
for everyone.

Remember, the viability of your sales team rests on your shoulders, so don’t let them down.
Contact Resolution Systems to schedule a customized Sales Management training
program today.