Sales Management and Development

“The Sales Management Institute” SM 600 $ 295

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 !!!

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 Salespeople Fail
• Why Experienced Salespeople Plateau . . . and Fail
• Why Top Salespeople Continue to Excel

A 250-page Manual for the Real-World Sales Manager $ 295

“Advanced Coaching” SM 610 $ 175

“Advanced Coaching” is designed to help you coach Sales personnel to Top Performance. Get away from Game Playing, One-Minute Quick Fixes and even Contact Management Systems [the ol’"It's Just a Numbers Game"] . . . none of these create a motivating selling climate.

By improving your ability to transfer knowledge of "What Works", you will gain the Field's respect as a "Problem-Solver . . . Team Builder . . . Coach!"

Section I . . . Are they Ready?

• Measuring Training Results
• Jump-Starting New Salespeople
• Common Misconceptions about Selling
• How They Process Your Coaching
• The Success Formula

Section II . . . Are You Ready?

• Good Coaching = Good Listening
• Coaching Styles
• Self-Analysis "Let the Customer Manage"
• Test Your Selling Skills

Section III . . . The Coaching Process

• Rules of Good Coaching
• Praise. . . Motivational and Supportive
• Effecting Change . . ."Fix What is Wrong"
• On-the-Job Coaching . . . "The Sales Call"

Section IV . . . Monitor-and-Feedback Systems . . . “Cyber-Mentor”

• Selling Skills Assessment . . . Pre-Test
• Selling Skills Assessment . . . Post-Test
• Criteria for Measuring Sales Performance
• Role Plays . . . Central to Action-Based Learning

Appendix . . . Coaching Aids

• Curbside Analysis. . . $$$ It Pays to Analyze $$$
• Field Skills Audit
• Field Observation Evaluation
• Additional Coaching Tools . . . Lee DuBois Materials

A 130-page Manual for the Sales Manager $ 175

”Creating a Motivating Selling Climate” LD 630 $ 145

One of the most common mistakes that Sales Managers make is to spend their budget $$$ on rah-rah programs. So called motivation programs are great for improving the sales force's mood - at least until they start getting objections again. This program teaches the secret of motivation - built by the Doctor of Motivation - University of Utah's famous Dr. Frederick Herzber. Let's get pumped!!!

This exciting program will once-and-for -all put to bed the burning question:
"How can I motivate this salesperson?"

Introduction

• Zig Ziglar, Lou Holtz and Anthony Robbins . . . Salivate or Motivate?
  • They’re Hot Topics, but do they Motivate your people?
• 10 Can't Miss Approaches to Motivation . . . that missed
  • "The traditional Human Resources function . . . clueless !”
• The Key Motivation Measure

Section I. Frederick Herzberg . . .. . . A Motivational Guru!

• A Push/Pull can be positive or negative , but does either work?
• Negative KITA = Movement
• Positive KITA . . . Five Ways to Get Someone to do Something

Section II. Sales Managers . . .and their Search for Motivation

• Salesperson vs. Management Perspective
• Identifying Non-Performance: Symptoms vs. Problems
• Sales Managers as Problem Solvers
• Call Activity Reports don't work . . . Why?

Section III. Motivation vs. Dissatisfaction in the Sales Organization

• Need # 1: The Built-in-Drive to avoid Pain from the Environment
• Need # 2: Through Achievement, the Need to experience Growth

Section IV. Management Solutions

• Job Enrichment . . . Not Job Loading
• The Challenge . . . Continuous Improvement
• Management Solutions
• Creating a "Coachable" Atmosphere
• Building for Motivation – Setting their “Hair on Fire”

This program promises ways to create a “Want To” Selling Climate!
A 120-page manual for the Sales Manager $ 145

e-Train the Trainer - SM501 $395

Classroom training is under attack. “Too expensive!” “Not focused on the individual learner !” “Ineffective !” This dynamic Train-the-Trainer package is for the New Economy Trainer.

* Section I. Appealing to Adult Learners

“Defining your On-Line Culture”

     • Eight Assumptions We Make About Adult Listeners (and Why We're Usually Wrong !)
Example: "If the material is valuable, they will apply it in the field."
     • Dealing with Different Trainee Personalities
Example: "The Belligerent: What do we do with them?"
     • How Adults Learn . . . How they Process Data and Information
Example: "Contrasting Learners: Are they just causing trouble or increasing their understanding via comparisons?"
     • Appealing to Learning Modes in the CBT environment
     • 25 Things Adults Love and Hate About Training:
     • Computer-Based Training -- The Old School vs. The New Economy

- Advantages for the e Trainer
- Advantages for the Learner
- The Remote Learner’s Point of View; their “gotta have its”
- Should your Programs be:

* Web-placed?
* Self-paced?
* Synchronous or Asynchronous?

     • Why On-Line Learners Drop Out - Eliminating the “Turn Offs”
 • “It’s the I-Generation ! “We want Edutainment or Entertraining !”

Lee DuBois Technologies
513-225-4890
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