Professional Sales Management

• Managers or soon-to-be managers that are looking for strategies, tools, and processes to build and drive a successful sales team and culture
  
• New and experienced sales managers or directors, business-owners and entrepreneurs, sales professionals that desire to move into management

Module 1: Roles of the Sales Manager

• Describe how selling and sales management has changed
• Gain clear expectations of the multiple roles you play as a Professional Sales Manager, from Strategist to Talent Manager

Module 2: Leadership

• Create tailored go-to-market sales strategies for each of your customer segments
• Shape your sales culture by effectively defining and delivering your vision with a five-step process
• Successfully guide your team through periods of change or upheaval with specific and proven change management techniques

Module 3: Managing Sales Performance

• Define a formal sales process for your team and identify the skills required to be successful every step of the way
• Predict sales performance with specific budgets for each rep
• Develop forecast templates that help keep you and your reps on track

Module 4: Talent Management 

• Understand the tools that support sales performance management
• Formalize talent management with a structure process
• Create a recruitment plan that ensures you’re using every avenue to find the right candidates
• Develop motivational compensation plans that make financial sense
• Screen candidates using specific criteria and tools and conduct structured, in-depth interviews that provide deeper insights into each candidate
• Select the appropriate type of training for your team and take the steps to measure results
• Use collaborative coaching and individual performance plans to improve the effectiveness of each one of your reps
• Complete regular performance reviews that provide constructive feedback and support performance plans