Course Overview

Smart Sales Management has been developed specifically for sales organizations and managers who need an actual process. This proactive tactical training includes actual forms, templates, schedules and methods which have been proven in the field. Principles from the book ProActive Sales Management by Skip Miller and the program Coaching-Style Management by Stepp Sydnor are incorporated in the Smart Sales Management course for sales managers. Stepp has been testing and developing these principles for over 25 years.

Course Goal
The goal of Smart Sales Management is to help participants learn a proactive process which will ensure high performing teams, effective communications and expected revenues month after month.

Course Objectives

As a result of this program you will understand how to:

• Proactively direct core activities of your salespeople.
• Understand how to manage to a process and lead the people.
• Proactively lead salespeople toward quota and not after quota is reached.
• Maintain consistently high quota month after month.
• Accurately report to your boss a 3-month-out sales team forecast.
• Find and hire “A” and “B” level performing salespeople.
• Quickly manage out inconsistent non-performing “C” level salespeople.
• Build a sales culture that is high in ambition, drive, and controlling and closing sales.
• Conduct effective one-on-one and weekly sales meetings in less time.
• Handle frustrating conversations, multiple excuses and complaints that are not relative to achieving quota.
• Manage toward clearly set expectations, boundaries, tolerances and ground rules.

In addition, you will learn:

• A process that consistently measures results and outcomes.
• A formal communication method for reporting to your boss.
• A point system that measures sales activity and frequency.
• Which core competencies make or break a salesperson’s performance.
• A sales management process which includes field tested forms and
• templates.
• To sleep better at night, experience less pressure, have more time available, and reduce stress by managing people to a process.

Follow-up Program

To ensure the principles and concepts of Smart Sales Management are implemented and new behaviors become habit, it is important to have a follow-up program.

• Participate in regularly scheduled coaching sessions to reinforce, evaluate and enhance application of the course information.
• Program includes forms, templates, and PowerPoint examples to track sales activity, progress, and evaluate performance.
• Access to sales managers in the field for additional help and support.
• Audio CDs that are interviews from actual cable Internet sales representatives.