Professional Sales Management

• Gain clear expectations of the multiple roles you play as a Professional Sales Manager, from Strategist to Talent Manager
• 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
• 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
• 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

Roles of the Effective Sales Manager

• Examining the stages of business evolution and the implications for sales management
• Adding value through your multiple roles as strategist, business manager and talent manager

Vision in Sales Leadership

• Aligning sales goals with corporate goals and values
• Selecting your go-to-market strategies to further penetrate the market
• Learning to lead and inspire representatives towards growth, job satisfaction, and superior performance
• Communicating vision and change effectively to minimize resistance
• Leading through times of change

Managing Sales Performance

• Tools to measure and manage the performance of the sales force
• Methods to create sales budgeting, forecasting and projecting
• Solutions for productivity improvement

Talent Management

• Understanding and implementing the talent management process
• Creating your own profile of a successful salesperson
• Recruiting, hiring and compensating your sales team
• Being knowledgeable about key issues and considerations surrounding termination
• Presenting strategies to motivate your salespeople towards improved performance
• Managing sales performance
• Developing and coaching your company’s most significant resources