Sales Manager Excellence / Workshop Details

So, you're ready to invest in your sales leadership...good for you.  Smart!  After all, your SMs are the levers that provide the biggest punch to your top and bottom lines.  Without capable, savvy, and strategic sales managers (SMs), your growth opportunities may be stunted. 

This stat from The Center for Sales Strategy may throw you over the top: companies with a formal coaching/managing process see 91% of overall quota attainment versus 84% who don't.  That is easy to believe given the difficulty of sales management jobs in this complex, post-Covid world.  (IS Covid over??)
 
This workshop's curriculum is specifically designed to provide focused and specific foundational training for your SMs.  Other programs on the market will try to impress you by listing "43 things" your SMs will learn, but that's not how individuals best acquire knowledge that yield results.  The topics featured below focus on essential time-tested skills that stick quickly...and work!  Having said that, customization can certainly apply to any program that is implemented for your SM team.  

​CURRICULUM
Regardless of skill level or tenure, what your SMs learn from the workshop will immediately and positively impact your top-line revenue.  The Sales Manager Excellence curriculum summarized below are germane to today’s challenges, and can also be customizable to meet your specific needs. 
1.  Talent 
Understanding how to maximize productivity from your sales organization's number one asset – your sellers – is key to sales management success and an anchor to this curriculum.  SMs who consistently grow their business are those who smartly hire, onboard, develop skills, and motivate their sellers.  Motivating sellers is easier when SMs show competency for hiring and developing skills.   
  • SMs will learn how to run regular and accountable skill training workshops for sellers and enablement/support team members. 
  • SMs will learn to successfully manage regular performance review protocol that drives focus and goal achievement.
  • SMs will master the use of constructive and proven feedback and motivation techniques. 
  • SMs will build DEI awareness into their hiring approaches to ensure just and successful recruitment practices.
2. Execution 
Understanding how to run a sales operation is very much a learned skill, and this chapter will teach SMs to manage the daily demands and routines needed for foundational stability.  Amidst the chaos of a typical day, and the pull of operating between sellers and executive management, SMs need to learn advanced organizational skills and stay focused to get things done and achieve tangible progress.
  • SMs will learn to think strategically and incorporate data as a decision-making blueprint.  
  • SMs will study and appraise company tools (e.g. CRMs) and create logical and productive protocol that supports selling efforts.  
  • SMs will learn how to use and teach a disciplined time-management system that creates higher productivity for themselves and their sellers. 
  • SMs will acquire skills to self-assign and successfully manage strategic initiatives that can positively impact their territories. 
3.  Communication  
​Effective sales management requires open, honest, specific and motivating communication.  Especially now with the pace and remote nature of work, SMs must be proficient communicators to engage and deeply connect with each seller.  Because seller success is contingent on articulating and translating offering complexities into buyer value, SMs must learn and effectively coach a multitude of communication skills and methods. 
  • SMs will improve individual skills against all communication modes: front of room, one-on-one, video, phone, and email. 
  • SMs will learn how and when to best provide constructive feedback and function appraisals while maintaining trust and respect.
  • SMs will gain tools to provide empathic support that nurtures relationships and governs boundaries with each individual seller.  (Includes bias-management dealing with all types of sellers.)
  • SMs will study remote management strategies and approaches that sustain connections and foster positive seller behaviors.

​​4.  Culture 
Managers who build and lead strong team culture are more able to handle the constant turbulence of everyday sales life.  To best create and leverage localized culture, SMs must activate and integrate personal core values every day.  
  • SMs will create an individual management ethos and learn how values can be successfully harnessed into effective and consistent leadership behaviors. 
  • SMs will learn to energize seller interactions – 1:1s, internal sales meetings, and team activities – by integrating cultural principles.
  • SMs will learn how to create a consistent personal approach to each day that yields contagious enthusiasm and unrelenting positivity.
WHY SALES MANAGEMENT EXCELLENCE?  

​There are many courses and firms from which to choose to train your sales managers, but the package of value from Sales Management Excellence is unparalleled:
  1. Experience: decades of success as a sales manager - and a teacher -  grooming and developing sales managers. 
  2. Relevant and actionable: tangible subject matter that exactly matches current situations, and learnings that can be successfully implemented immediately.
  3. Supportive: confidence-building exercises, discussions, and thinking that develops esteem and ambition. 
  4. Challenging: drives critical thinking and self-appraisal that creates immediate and long-term value.
  5. Accountable: regular and stringent testing throughout the workshop that forces lesson application and strong learning. 
WHY NOW?
Sales is a "now" game.  There is no tomorrow without today, and today has to be maximized.  Your SMs need training...now.  Not tomorrow. 

Driving growth in any business and at any stage is super hard, and your MVP SMs are working hard for you to produce right now as you read this.  That effort deserves support. ​
 
So…when you look at your sales managers, do you see ceilings, or blue skies?  B2B sales management jobs are really hard...maybe the hardest job in the org.  The risk of losing ground against revenue goal achievement is easily mitigated with targeted and intensive training against a broad range of functions needed for growth.  The only path to growth – and blue skies - is through the instruction received in Sales Management Excellence.    
TESTIMONIALS
Contact MICHAEL HESS, 917-207-5183 or Michael@Core6Advisors.com, to get Sales Management Mastery Workshop scheduled now!  
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