Highly successful sales organizations develop sales leaders, not sales “managers”.

The Objective Based Sales Management Program addresses the changing business environment and the key role that sales management plays in creating a market-driven organization. An organization's ability to meet its business objectives depends on the ability of sales managers to lead and motivate a competent sales force that quickly adapts to changing customer demands.

Effective sales leaders understand that success depends on the growth and development of the entire team.

They understand that their role is to lead the team by:

• Establishing a vision for the team.
• Building a winning culture.
• Developing the strategy with their team and then driving it.
• Thinking six months ahead.
• Motivating and inspiring the team.
• Establishing clearly defined and agreed on objectives.
• Support objective through metrics and holding people accountable.
• Setting the example for excellence.
• Communicating openly and candidly.
• Letting reps take the lead in customer meetings…and providing coaching feedback.
• Developing and mentoring their people.

The ever increasing importance of the sales force requires professional sales leadership. The transition from selling to sales management is critical. The Objective Based Sales Management Program teaches new managers and high performers how to assess the strengths and weaknesses of their sales organization, analyze how target and prioritize customer segments, and allocate the necessary resources to capture target markets. Developing a team-oriented organizational structure that is designed to deliver value to stakeholders and customers is the primary focus of this program.

Through your participation, you will acquire the skills necessary to plan, organize, and grow an effective and efficient sales team.

Program focus includes:

• The role of the Sales Manager as Leader

• Sales team motivation
• Leverage models
• Secure long term results
• Time and activity management in selling
• Sales Process Mapping and Sales Planning
• Hiring & Coaching for Performance
• Managing sales team competence
• Performance coaching
• Field coaching
• Role play practice

Who this program is for:

Managers who are new to sales management, or with no formal sales management education

Sales Managers looking to take their sales management ability to the next level

Sales Managers wanting to fine-tune their processes and people skills

Sales Managers who recognize a gap in their Sales Management skills

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