TOP VIRTUAL SELLING CHALLANGES

We were surprised by just how challenging salespeople find the new sales environment. We’ve heard them describe their challenges in the following ways:

  • Changing the feel of sales calls to be less awkward virtually.
  • Technical competency of sellers and buyers.
  • Gauging the temperature of a customer, how they are feeling toward your opportunity/teams.
  • These are the things you’d pick up on in the office or walking around the corridors.
  • Managing and leading a virtual sales team has unique challenges that most sales leaders have little or no experience with

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 Why and How to Managing Salespeople Differently

18 Strategies to Inspiring a Sales Teams

Creating an Effective 10 Step Sales System

The Proven Plan for Effective and Lasting Sales Training

How to create and manage Key Performance Indicators

The 5 steps to getting the maximum results from your sales team and one-on-one meeting

What all sales managers should know about Prospecting Calls

The 7 Selling Steps that all sales managers must know and follow

The proper approach to Addressing underperforming sales Sales Performers

The Secrets to Hiring Great Salespeople

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 their teams 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 salespersons job description

  • The salespersons 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 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

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
Schedule A Call with Vaughn