Prepare your Sales Managers: Sales Process Management Workshop
This interactive workshop is led by SDK professionals experienced in managing sales teams and implementing a defined sales process. As with any process implementation, the leadership team plays a critical role in ensuring that the process is adopted by the organization. Sales Managers and Executives learn how to apply consistent performance criteria across the selling organization, measure the salespeople’s progress throughout the sales cycle, and provide personalized coaching based on each individual’s needs. The workshop incorporates a combination of lecture and practical discussion about management issues, as well as practice sessions on the sales leadership skills that managers need to execute with their team. Participants learn how to:
- Establish consistent expectations to support the sales process
- Analyze documents to assess pipeline health and selling skill issues
- Facilitate objective discussions about pipeline status and performance
- Coach salespeople to understand where and how they need to improve
- Develop selling skills that will enable salespeople to improve pipeline health
- Manage employees who may not be meeting expectations
- Develop and execute a 90-day plan to help salespeople transition to using the process as quickly and effectively as possible
Who Would Attend:
Sales Executives & Managers
Duration:
One day
Key Benefits:
Management buy-in and ownership of the sales process
Objective assessment of pipeline health and skill deficiencies
Effective manager/salesperson conversations
Personalized coaching opportunities
Actionable people development plans