YOU CAN’T MANAGE SALESPEOPLE LIKE ANYONE ELSE IN THE ORGANIZATION

TRANSFORM YOUR SALES RESULTS WITH INSTRUCTOR-LED SALES LEADERSHIP TRAINING

Managing a sales force isn’t like managing any other department. Lack of sales management effectiveness is a huge issue in many organizations. Without effective sales management, goals are too often missed, and gross profit is less than it should be. Having an effective manager can be the most significant factor in a seller’s success. Without it, sales results wane, and goals are missed.

This program involves 10 skill sets that sales managers, and others who functionally manage salespeople, need to bring about the greatest amount of sales and gross profit results for their organizations.

The training is not sales training. Instead, it provides the tools, framework, knowledge, and skills to recruit, hire and manage your salespeople, so they get significantly greater results for your organization.

YOU WILL RECEIVE:

10-month program

DISC Assessment for all participants

Monthly Online Training Topics 

One Monthly 2-hr Face-to-Face Training with each manager developing action plans to use to implement the information

One Monthly, In-Person or Virtual, one-to-one coaching sessions

10 MONTHS | 10 ESSENTIALS

Great Sales management comes from mastering the skills in this program With our Results-Driven Sales Management Training, you will gain lasting improved sales team results along with enhanced retention of top sales performers

WITH OUR TRAINING, SALES MANAGERS WILL ...

Understand factors that impact sales performance

Understand areas with the greatest influence

Build meaningful sales goals and action plans

Hold sales staff accountable

Manage the sales pipeline of the sales teams

Speed up sales and maximize each opportunity

Coach for top performance

Be effective communicators and decision makers

THE PROGRAM'S MONTHLY TOPICS ARE ...

The Game-Changing Strategy to Managing Salespeople Differently

How to Hire GREAT Salespeople

The Right Way to Manage Underperformers

How to Inspire Sales Teams without “Rah Rah”

The 3 Step Method for Creating a Winning & Sustainable Sales System

How to Create an Effective Plan for Maximizing Sales Training

Learn How To Identify the Right Key Performance Indicators and Manage Them

A Step By Step Blueprint to Effective Sales Team and One on One Meetings

The 17 Core Strategies to Prospecting Calls All Sales Managers Must Know

The Seven Selling Steps Your Must Know and How to Manage Them

eBooks by Vaughn Sigmon

Click the image to download these essential eBooks by Vaughn Sigmon.

RESULTS DRIVEN SALES MANAGER™

10 Part Essential Learning Program to IMPROVE SALES through your Sales Managers

High Impact Sales Managers understand that salespeople require a different type of management. We’ll look at some of the most important best practices when it comes to managing salespeople.

  •  You must understand your salespeople to know how to best manage them

  •  The way you’re used to managing other employees will not work with your sales team

  •  Understand how Results Driven Sales  Managers overcome the 10  challenges of managing salespeople

The lack of inspiration is one of the most common, and preventable, reasons sales teams become dysfunctional and underperform. We’ll look at some of the ways you can motivate your sales team.

  • Great Sales Managers inspire both thier team and hold each salesperson accountable for results.

  •  You cannot intimidate, analyze, or lecture a sales team into performing.

  •  Understand the 18 inspiration tactics you can use with your salespeople.

There are 3 things essential to top-level sales staff performance.  You’ll discover how having written documentation on the following items improves your sales team’s results.

  • The Sales System

  • The salesperson’s job description

  • The salesperson’s compensation plan

You need a strong sales training plan to maximize the sales results of your sales staff. Poor sales training results in lost revenue and higher turnover.

  •  Without an ongoing sales training and development plan, your sales team will never deliver their potential

  •  Providing good sales training will increase the longevity of your good salespeople with the company

  •  There are four strategies that you need to address in your sales training plan.

It is a lot less difficult and much more effective if you manage your salespeople “by the numbers,” which refers to using measurable results for sales and sales-related activities for your evaluations.

  •  Managing without measurements means you are unable to compare your salespeople’s results to a goal

  •  Key Performance Indicators act as an early warning system indicating potential sales behavior issues

  • There are 5 elements that help you create a management plan by the numbers.

  • Without KPI’s you lose the competitive edge within your team

To get the sales results you desire from your sales staff, you need to be holding weekly one on one meetings with each of your salespeople and holding weekly sales team meetings.

  •  Properly structured meeting  with your salespeople gives you the performance edge you seek

  •  Use these meetings to prioritize and direct your salespeople’s activities.

Having your salespeople make prospecting calls to prospects is a great low-cost way for them to schedule sales appointments.

  • The responsibilities of your sales team should include making some minimum number of prospecting calls

  • The overall results from prospecting calls by most salespeople are often less than desirable because they are not following some basic guidelines.

Many Sales Managers have not defined the most effective selling steps. This limits your team’s performance. Once defined the Results-Driven Sales Manager can then manage the behaviors that drive the numbers much more effectively.

  • Selling is an intricate ritual, one whose best-case outcome is always the same goal

  • There are common steps along the way of this ritual.

  • These are steps that you need to be able to recognize in order to manage salespeople effectively.

When you have an underperforming salesperson, sales opportunities and profits for the organization are being lost. Who should you put effort into and who should you move off the team is often a difficult choice.

  • There are ways to improve the results of underperforming salespeople

  • You must understand how to define the underperformers whom you can develop for higher achievement

  • You must know why and when to upgrade (replace) your underperforming salespeople.​

Hiring salespeople is more difficult than hiring most other types of employees because so many of the candidates are good at selling you on what they can do. As a result, it’s incredibly easy to select the wrong person for a sales position.

  • If you hire the wrong salespeople, your organization will pay a steep price in lost sales opportunities

  • There are well-defined traits and competencies of great salespeople that you must know in order to choose the best candidate

  • Hiring based on experience as a priority is often a huge mistake and must be avoided

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READY TO TAKE YOUR SALES TEAM TO THE NEXT LEVEL?

“As a result of the Results-Driven Sales Management training, I now have a compensation program for my salespeople that gives them greater motivation and accountability, both individually and as a team. As an added bonus, even my top performers are getting better results than ever with newly established goals to strive for with incentives when they are reached.”

Brandon Nixon, Update Promise

“The Results Driven Sales Manager training program helped me to learn the techniques I need to use to keep my salespeople excited. I never realized before how important it was to avoid things that can pop their “emotional balloons” and how much I was missing in terms of tools used for motivating and retaining my sales staff. The value of the training is abundantly clear through their improved sales results.”

Doug Holcomb, Industrial Finishes
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