Sales Management© Program Plan

What is Sales Management©
Sales Management© is an advanced program for experienced Sales Managers. In this program, participants learn about best practices relating to the three major areas of focus in sales management: people, processes and business.

What Is Unique About This Program?
Unlike many programs about management, this program addresses the challenges faced by Sales Managers beyond the basics of pre call planning and sales call debriefing. Participants engage in a vital discussion and exercises about how to more effectively deliver results while improving sales team performance.

What if we use a Particular Sales System or Methodolgy?
Sales Management© is not dependent on the Client's use of any particular sales methodology or system. It is a stand alone program that focuses on universal best practices.

Who should attend this program?
Participants for this program include: Line Sales Managers, Directors of Sales, Vice Presidents of Sales, Product Managers, Brand Managers and others who are directly responsible for delivering sales results.

How does the Program Work?
Sales Management© provides the application tools for managers to develop performance improvement plans for actual sales employees. The Program also provides Managers with the tools and techniques to more objectively: evaluate the progress of individual sales and more effectively manage overall sales results.

Program Agenda

Day One - Managing People
Participants are assigned to groups. These groups work together to pool their knowledge and experience to apply the principles of managing people. After covering the elements of Staffing and Training, participant groups describe the standards and practices they use to evaluate individual performance. Then, they complete a Professional Development Plan© (PDP) for one of the individuals brought in by a member of the group. The day concludes with participants completing the People section of the Sales Manager Matrix©.

Day Two - Managing Processes
Participants discuss the elements of sales process management, including; managing the sales cycle, effective pipeline management, client management and resource allocation. Each group selects one account, from among them, and conducts a Win Analysis© to determine their standing in the sale. Managers also learn how to coach sales responsible individuals or teams about how to improve their chances of winning the sale. Finally, the Process portion of the Sales Manager Matrix© is completed.

Day Three - Managing the Business
Managers discuss the elements of achieving sales results. They are involved in discussions and practical exercises about how they can: more accurately forecast, achieve quota and stay within assigned budgets. The Business portion of the Sales Manager Matrix© is completed and a discussion is conducted about implementing what they have learned from Sales Management©.

Why is this approach so successful?
In addition to the advanced principles and tools provided in this program, participants build a best practices model for their own organization. In addition to a learning experience, the Sales Manager Matrix©, designed by participants, provides a prescription for success unique to their own environment.

How Can You Participate?
Contact Performance Management Consultants, (303) 333-7515, or fax (303) 320-8474, for further information.