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	“The Sales Management Institute” $295.00 The Sales Management Institute was developed by Top Managers who have "been there". When Sales Managers get together, the last thing in the world they want to hear is some Ivory Tower Philosopher who tells them: "Do it like I did and you'll be great!" And when they go to a motivational seminar, they find that short-term fixes are even worse. The Sales Management Institute was developed by Top Managers who have "been there". This program gives Managers what they want . . . the ONLY thing that matters . . . INCREASED SALES !!! An encyclopedia of Sales Management skills.

* Pre-Course Preparation

- What Sales Managers say about "The Sales Management Institute"
- Characteristics of a top Sales Manager

> The Best Sales Manager I have ever known
> What I want from "The Sales Management Institute"

- Blueprinting Questions – Fact-Finding Preparation for Class

* Developing your own Management Vision . . .

"Strategic Sales Management"

- How Top Management measures your Management Potential
- Giving your Management Style direction
- Fitting Sales Tactics into strategic Company Objectives
- Being a booster, not a filter, to Top Management directives
- How to Establish Credibility & Trust within the organization with a "I Get the Job Done" and a "Fix What is Wrong" Posture

* Directing Meetings Effectively

- Making Meetings Effective
- Your Meeting Style
- Seating Dynamics
- Making Meetings a Problem-Solving Opportunity
- Making your Meeting Material more Memorable
- Stimulating Meaningful Discussion
- How to get EACH Recruiter to see VALUE in every Meeting
- Ideas for Power-Packed Meetings

* Coaching for Continuous Improvement

- What Constitutes Good Coaching
- Individual Coaching & Challenges
- Operating as a Results-Oriented Coach

> Getting Commitment before the Session
> Gain Recruiter Focus and "Buy In"
> Your Style as a Coach . . . and How to Adapt
> Encouraging Open Communication
> Coaching during Before, During and After Sales Calls

- Criteria for Measuring Sales Performance
- Self-Coaching . . . Helping them to help themselves
- The Curbside Self-Analysis
- Monitoring Field Improvement . . . Field Audits
- Follow-Up Coaching . . . "Keeping it Going"
- The 10 Always of Coaching
- The 10 Nevers of Coaching
- Keys to Good Listening . . . "Knowing what to Listen for"
- Coaching Tools

* Winning Characteristics in Recruiting . . . "Finding Winners"

- Winning Characteristics . . . "What Works" and "Who will Work?"
- 16 Success Measures and how you can find them
- How to tie YOUR Desirable Traits to the Job Interview

* Understanding Recruiters . . . Retention . . . "Keeping Winners"

- The Law of Psychological Reciprocity
- The Law of Challenging Beliefs
- A Formula for Sales Success
- Goal Consistency between Sales Management & Recruiters
- Hygiene Factors in your Motivational Selling Climate

* Sales Follow-Up . . . "Keeping it Going"

- Sales Manager Objectives
- Knowledge Building
- Sales Follow-up System

Stage I . . . Provide a Foundation of Practical Sales Techniques
Stage II . . . Refine and Develop Maneuverability
Stage III . . . The Application of Proven Sales Techniques
Stage IV . . . The Analyzation of Results in the Field
Stage V . . . The Tailoring of Generic Selling Principles

- Implementation Calendars . . . Suggested Roll-Outs

> Tying Implementation to:
> Experience Levels
> Corporate Culture
> Corporate Objectives / Tactical Plans
> Geography
> Span of Control
> Levels of Ability
> Production

- Other Implementation Scenarios - "What's Worked for Others?"
- Behavior Modeling . . . Making Role Plays "Real Plays"
- What to do when "They don't get it!"

* Key Solutions – Sales Management . . . Myths vs. Facts

- Why New Recruiters Fail
- Why Experienced Recruiters Plateau . . . and Fail
- Why Top Recruiters Continue to Excel

* A 250-page Manual for the New Economy Sales Manager            $ 295

"Our success is measured by your improved performance."

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