♣ TRAINING
- Defining sales leadership – We’ve discovered most sales leaders don’t adequately understand their role in the selling process and don’t have the necessary tools to help them succeed. We address both those issues, starting with an extensive definition of sales leadership.
- Desired outcomes of sales leadership – We communicate seven specific outcomes necessary for success in the sales leader role.
- Reasons why sales leaders fail – We’ve discovered nine common reasons why sales leaders fail and use them here as points of discussion and for self-evaluation.
- Types of sales leaders – Not all sales leadership roles are alike. We define six types of sales leaders and what you need to do to move your team into a strong growth mode.
- The three levels of sales leadership – What types of conversations do you have with your salespeople? Do you spend your time worrying over schedules and forms? Or, do you have high-level conversations about account management and strategy? We teach you how to engage with your team at a higher level to produce better results.
- Why sales teams experience turnover – We offer 13 reasons why turnover occurs and what you can do to avoid these problems.
- The myth of the million dollar producer – Have you ever hired someone you were convinced was a superstar… only to discover you were wrong? We provide the insight you need to avoid hiring mistakes and find Sales Champions.
- Defining the sales role – We explore a three-part guide that helps your sales leaders analyze new sales candidates and the incumbents already on their team. They will be poised to determine who is a good fit for the role, what their sales capacity might be and their specific areas for development.
- Four factors that affect your hiring decision – We explore how to approach the recruitment process and tactical steps that will ensure you have the bench-strength you need when it comes to qualified job candidates.
- Three parts to the hiring process – We teach you how to accurately identify the past, present and future work habits of a job candidate so you can make a well-informed decision about who to hire and who to avoid.
- Setting expectations and using the expectations form – One of the most overlooked aspects of a sales leader’s role is clearly communicating expectations to their team. It’s much more than just meeting quota. Many sales leaders are quite surprised at how many expectations they have but have never shared. This causes conflict, erosion of trust and lackluster performance. We fix that. Through one of the most rewarding exercises in our training, you will have a tool that captures the exact expectations you have for your team so they can be communicated clearly.
- Using assessments you complete before you participate in training, we help you understand your own unique strengths and areas for development.
- Sales management personality [HOW do you manage?] – We identify your unique behavior style – from how you interact and manage conflict to your energy level.
- Sales management motivators [WHY do you manage?] – We explore the core motivators that drive managers to perform. The more closely aligned your motivators are to what the job rewards, the better the performance.
- Sales management mentality [WILL you manage?] – This reveals each individual’s thinking process and how well you focus on critical sales management attributes, such as accountability for others.
- Sales skills [CAN they sell?] – We thoroughly explore each sales leader’s knowledge of the sales process.
- Purpose of the sales meeting – Too often sales leaders conduct sales meetings with no real purpose. Salespeople attend because they have to – not because it’s of value to them and their career. We’ll change that by teaching you to infuse purpose into sales meetings and show that they are relevant.
- Sales meeting segments – To help you conduct more effective sales meetings, we divide them into specific categories. This makes preparation and facilitation easier and ensures you cover all the information needed in the allotted time. We’ll even provide sample agendas for you to follow as you develop your own meetings.
- The sales meeting chart (do and don’t) – We provide a list of 16 dos and don’ts, five common mistakes and 10 tips to reinforce the importance of conducting purposeful sales meetings and preventing disruption, poor content or disengaged salespeople.
- What is coaching? – We believe a sales manager is really a coach. So we explore what it means to develop a salesperson’s skills and create conditions for unfettered growth. We provide a list of nine opportunities to observe, coach and provide feedback and 10 specific principles that can bring focus to coaching activities.
- The IMPACT Sales Coaching Model – Our proprietary, six-step coaching model provides you with a systematic process for coaching your salespeople. You can remove ambiguity by clearly observing an individual’s sales activity and providing clear feedback in order to improve performance.
- Conducting One-on-One Sessions – One-on-one sessions between sales leaders and their team members are a vital part of the sales week – providing an opportunity to review metrics, pipelines, sales progress, open opportunities, referrals, qualification issues, stalls, etc. We teach you how to make the most out of this time by using a One-On-One Session guide.
- Trying out responses to common scenarios – We role play common scenarios that sales leaders encounter. This is designed to develop your coaching skills.
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♣ Coaching/Reinforcement
In addition to face-to-face training, our course includes six months of follow-up coaching and reinforcement to help you apply your newfound knowledge on the job.
Our veteran Executive Sales Leadership Coach will host twelve, 45-minute coaching calls for your class – one every two weeks. These are highly interactive sessions that give you an opportunity to discuss issues, explore best practices and collaborate with other sales managers from a variety of industries.
Online videos and reflective questions posted online in advance of each coaching call will reinforce key points from our training and help you stay on track.
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Training is just the beginning…
You’ll receive:
- 2.5 days of sales leadership training
- A comprehensive battery of assessments you can use to build on your strengths and shore up your weaknesses
- Six months of follow-up with our Executive Sales Leadership Coach to help you troubleshoot problems and apply what you’ve learned
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Producing proven results
Sales managers from dozens of industries have used our sales management training to achieve breakthrough results and take their careers to new highs.
“I have more confidence to take on any situation I may encounter as a manager and can’t wait to start implementing some of the new methods I’ve learned.”
Glenn A. Kiser, Sales Manager, COX Business
“Our production has soared by nearly 35 percent, and we’ve eliminated the extreme peaks and valleys we were experiencing before.”
Wade Brantley, National Product Sales Manager, Calyx Software
Led by a global expert in sales leadership
The program will be led by Barrett Riddleberger, founder of Resolution Systems and author of “Blueprint of a Sales Champion: How to Recruit, Refine and Retain Top Sales Performers.”
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Tuition
An investment of $3,250 covers the precourse assessments, 2 ½ days of training and six months of follow-up with our Executive Sales Leadership Coach.
A 20% discount is available for members of Charlotte, Gaston Regional and Greater Phoenix Chambers of Commerce.
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Logistics and Lodging
September 20 and 21, Full-Day Sessions
♣ Start time: 8:30 a.m.
♣ End time: 4:00 p.m.
September 22, Half-Day Session
♣ Start time: 8:30 a.m.
♣ End time: 12:00 p.m.
Directions to the Harris Conference Center
3216 CPCC Harris Campus Dr. (formerly CPCC West Campus Dr.)
Charlotte, NC 28208
704.330.4611
Google Maps
MapQuest
Airport
The Harris Conference Center is served by Charlotte Douglas International Airport.
Local transportation
Each conference hotel provides free shuttle service to/from the airport and to/from the Harris Conference Center.
Homewood Suites by Hilton
2770 Yorkmont Road
704-357-0500
Contact Keia Mack for the special Harris Conference Center rate
Doubletree Hotel, Charlotte Airport
2600 Yorkmont Road
704-357-9135
Contact Angie High for the special Harris Conference Center rate
Sheraton Charlotte Airport Hotel
3315 Scott Futrell Drive
704-392-1200 ext. 149
Contact Amy Hearn for the special Harris Conference Center rate
Breakfast and lunch daily are included in your course registration fee.
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