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

Job Motivators	Job Satisfaction
Achievement	Contribution
Performance	Responsibility
Recognition	Growth

Dissatisfaction Factors	Job Environment
Company Policy	Supervision
Relations w/Superior	Work Conditions
Earnings	Peer Relationships
Personal Life	Security

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 !”

* Section II. Creating On-Line Courses

“Enhancing your Abilities as a Screenplayright”

     • Building your Interactive Screens to ensure variety
     • Using Reusable Learning Tools to ensure consistency
     • Building your creative word-smithing to stimulate Learner interest
     • Constructing dynamic Multi-Media options

- Video
- Voiceovers
- Role Plays > Real Plays
- Graphics
- Text

     • Blending ILT and CBT – the “Classroom or Computer?” puzzle
     • Utilizing an “Uncover/Discover/Recover” methodology
     • Making the most of the Four Key Tenets of On-Line Learning

1. Participation
2. Repetition
3. Visualization
4. Application

     • Measuring the Impact of Knowledge Management Requirements on your e training initiatives
     • Integrating e learning and Work–connecting training to the real world
     • Converting your current classroom and workbook content to the Web
     • Constructing Lesson Plans for the virtual environment
     • Shortening the distance from Home Office-to-Field via distance learning
     • Reducing the “Ivory Tower” mentality – no more “We vs. They”

* Section III. Trainers < > Management

“Strengthen your Role in Management”

     • The Sales Professional and the Training Professional . . . Similar?
     • The Three Attributes of a Top Trainer/Manager
     • Trainer Influence Styles

- The Controller Pattern
- The Accommodating Pattern
- The Defensive Pattern
- The Developmental Pattern

     • The Dynamics of Seating
     • The Trainer as a Sales and Marketing Executive
     • Selling Management on Interactive Training initiatives
     • Just-in-Time Training as a universal goal
     • ROI –Positioning Training as a profit center, or better . . .
     • Training as a Revenue-Producing Strategic Business Unit
     • Supporting an On-Line Learning Community
     • Selling Training as a Competitive Advantage
     • Knowledge Assets as a Balance Sheet item
     • Outside Sourcing - “Can we do it ourselves?”
     • CRM initiatives – The Bottom Line – “The Customer”
     • Management's 8 most asked questions about CBT

* Section IV. Opening Training Sessions . . . with Power!

“Fast Starts in the Cyber World are Essential!”

     • Typical Openings to Training Sessions (And Why They Don't Work!)
     • Starting Sessions with Learner Focus
     • Gaining Learner "Buy-in" Early on
     • How to Lead Successful (and interesting) Cyber Discussions

- Preparation
- Quick-Start Questions
- Menus for Meaningful Interactivity
- Developing a productive Chat Room environment

     • 10 Steps to Great Role Plays – Making Role Plays “Real Plays”

* Section V. Commanding the Platform

“Best Practices on Screen and on the Platform”

     • Becoming "Super Speaker !!!"

- 15 Keys to Platform Excellence
- Learn from "The Master . . . Lee DuBois!"
- The Power Teaching Formula
- Lee’s Ten Nevers of Teaching
- The Secret Question

     • You are "Never Under the Spotlight"
     • The Crash . . ."Spotting Trouble"
     • Behaviors of a Top Trainer
     • Using Mood Meters
     • The Dynamics of Seating
     • Handling the Troublemaker . . . The Challenging Learner
     • The Easy Way to Teach a Session . . . Seven Steps

* Section VI. Keep your Training Alive

“Constructing an Effective Follow Up Strategy”

     • The Six Truths of Training
     • Effective follow up – a Three Year Plan
     • Developing on-line testing – the “level of difficulty” measure
     • Using a Cyber Sales Manager

- Pin-pointing INDIVIDUAL’s strengths and weaknesses
- Certifies adherence to Company’s policies/Industry compliance and ethics
- Training Audits that will “Fix What is Wrong” and “Support What is Right”
- Giving your Cyber Learner a “Report Card”

     • Breaking Bad Habits . . . "Supporting Positive Skills"
     • Making it Stick . . . "Increasing Retention"

- Know your Purpose . . . Progress
- Measuring Progress

     • Eight Ways to Measure Results . . . Did We "Get It Done?"
     • Your Progress . . . as a Trainer
     • The Future . . . Interactivity and Hyper-Learning
     • Define: "Trainers and What They Do."
     • The Best Instructors I Have Ever Known

and that one final benefit . . .
• e Certification !!!              $395

"Our success is measured by your improved performance."

Lee DuBois Technologies
1025 Arlinbrook Drive
Trinity, FL 34655

1-800-658-0055
Email:

Sales Management and Development

"Our success is measured by your improved performance."

Lee DuBois Technologies 1025 Arlinbrook Drive Trinity, FL 34655

1-800-658-0055 Email:

Lee DuBois Technologies
1025 Arlinbrook Drive
Trinity, FL 34655

1-800-658-0055
Email: