Sales Management Development
An investment that will benefit the entire sales team and produce long-term sales results!
Introduction to SGS Sales Management Development Services
Like many sales managers, I started as a top salesperson who was promoted into management. I learned the hard way that management requires a different skill set than sales. I had never hired anyone, developed corrective action systems, coached anyone or even heard of a management process. I worked hard; but that wasn’t enough.
Are your sales managers struggling but don’t know why?
I’m not suggesting that they don’t work hard. The question is, do they manage? Investing in the development of your managers has the highest ROI of all training because it will benefit your entire sales team, produce a lasting effect and drive bottom-line results.
Overview of SGS Management Development Services and Offerings
Sales management processes: The foundation for success
Focused sales management built on fail-proof processes enhances your company’s sales success. The sales management function is one of the most challenging roles in the sales organization. If you’ve exhausted your supply of sales management strategies that haven’t worked, we can help you through comprehensive instruction and continued mentoring and support. Your sales team deserves the best leader equipped with all the essential skills to succeed on this road of discovery.
Accountability: Managing a results-focused sales team
Tired of your sales team playing the blame game: Blaming the economy, competition or your own company for a lack of results? Then don’t allow your sales force to continue playing it! Accountability is the only way to break the cycle of blame. When accountability is built into processes and performance agreements and the achievement of company goals are non-negotiable, your company will grow—even in weak market conditions.
Recruiting Process: Building a high performance team
Have you ever evaluated the cost of hiring the wrong salesperson, including hiring expenses, training, lost sales, lost clients and under-performance? Today’s marketplace has its own unique challenges and you need to hire top-producing, recession-proof sales professionals. Do you think the interview is the most important step in the recruiting process? The interview is important, but far from the most critical. Our 5-step recruitment process, customized for your needs, requires less time and is more predictable at forecasting the success of new recruits.
Coaching for Results: Getting consistent results
Effective coaching of sales professionals can have an immediate impact on bottom-line results, competence and morale. Do you excel at coaching both sales process and sales mindset?We can equip you with the skills and tools needed to become a winning sales coach that takes each individual, as well as the entire sales team, to the next level of performance.
Motivating for Results: People skills for high performance
Do you use the individual needs and goals of your sales force to motivate them? Or, do you think everybody’s dream is just like yours? Stop losing your top-performers through lack of motivation and growth. Improve the performance of your team when you discover the secrets to individual motivation and build a strong, motivational culture. Once your people share the vision, internal motivation takes over as the driver for success.
Scorecard Design: Data that drive sales results
Master the art of designing scorecards that fit into your performance management process. The accurate evaluation of each person on your sales team will improve results and enable you to acknowledge and reward best performance. Use your scorecards to implement a performance improvement process while striving for continuous improvement.
Compensation Shift: Alignment of staff incentives to company goals
When was the last time you reviewed the effectiveness of your compensation plan? Does your plan help you recruit and retain top sales performers while discouraging the weak performers? Is it aligned with your company goals, so when your sales staff is happy and making money so are you? This section reviews the strategies to design a compensation plan that drives bottom-line results.
Leadership Clarity: Master the art of leadership
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Do you have clarity on your leadership style? Through what lens do you see the environment you operate in? Increase your effectiveness as a leader when you learn to understand the behavior patterns of those you work with and how your own behavior influences others. Leading a multi-disciplinary team brings many challenges – through understanding individual personalities and behavior preferences you can not only overcome these challenges but discover the true value of each member of your team. We also help you find the hidden motivators in yourself and others and show you how to build on the strengths each person brings to the work environment.
Leading Teams for Results: Effective team meetings
Do you leave sales meeting feeling frustrated and uninspired? We will help you build measurable criteria to ascertain effectiveness of your sales meetings and improve your communication skills.
