Sales Management Mastery

Sales managers are the heartbeat of your organization.  Undeniably, sales manager functions and responsibilities are innumerable and vital to driving revenue and growing your business.    
 
These indispensable sales managers (SMs) are your MVPs…Most Valuable Producers.  That doesn’t mean your SMs should be closing every deal or that your sellers are not important, but it does mean your SMs need to be strongly leading from the front using valuable and sophisticated management skills.  No matter your sales structure (geographic, channel, category) or titles (RVP, Director, Sales Manager), the essential drivers in your company are your SMs – those responsible for effectively managing your sellers. 
 
Now, while pondering whether your SMs are managing your sellers toward peak performance, imagine a world where your MVPs operate with exceptional confidence, effort, and skill.
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That world can easily be a reality when you enlist your SMs in Sales Management Mastery, the comprehensive and intensive leadership development program from Core 6 Management Advisors.  Core 6 has been successfully developing managers for three decades and understands all details and nuances of grooming, challenging, and inspiring sales managers like yours. 

​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 Management Mastery curriculum summarized below are germane to today’s challenges, and yet 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 know how to hire and on-board smartly, develop skills, and motivate their sellers.  Motivating sellers is easier when SMs show competency for hiring and developing skills.   

• SMs will build DEI awareness into their hiring approaches to ensure just and successful recruitment practices.
• SMs will begin learning how to run regular and accountable training workshops for sellers and enablement/support team members. 
• SMs will master the use of constructive and proven feedback and motivation techniques. 
• SMs will learn to successfully manage regular performance review protocol that drives focus and goal achievement.

2. Execution 
Understanding how to run a sales operation is very much a learned skill, and this workshop 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 deeply engage each seller.  Because seller success is contingent on articulating and translating offering complexities into buyer value, SMs must effectively coach a multitude of communication skills and methods. 

• SMs will learn how to teach sellers to excel as presenters, explainers, objection-handlers, proposal creators, emailers, listeners, and most importantly, value-speakers.
• SMs will gain techniques how to coach sellers on the best practices and nuances of the three main communication modes: in-person, video, and phone.
• 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 personal values are 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 applications of empathy and care can be developed for each and every team member no matter who they are or how they are performing. 
• SMs will learn how to create a consistent personal approach to each day that yields contagious enthusiasm and unrelenting positivity.

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WHY SALES MANAGEMENT MASTERY?  

​There are many courses and firms from which to choose to train your sales managers, but the package of value from Sales Management Mastery 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 Mastery.    

TESTIMONIALS

"Working with Michael has been an incredibly strong learning experience. Michael has helped me develop tools and techniques I can use that assist in my daily management duties that help establish a successful sales process for me and my team." Brooke Frederick, Twitter

"Michael's management training helped me become a better executive, thinker, communicator, and leader. Always passionate and positive, he challenges me constantly to improve. Like any great coach, Michael has a process. And his process just works." Greg Gortz, Loom

"I’ve worked with a lot of sales trainers and I’ve taken a little bit from each one. I took A LOT from Michael and his Core 6 program. He will teach you and your sales managers how to drive peak performance consistently and effectively." Jeff Zito, Tremor Video

“Michael’s management training program was instrumental in laying the foundation for my career. His structured lessons plus empathic approach pushes those with whom he works to be their best. The impact of his program lives long.” Mark Matarazzo, Roku

"Of all the trainer and workshop facilitators I have worked with at Google, Michael is undoubtedly one of the best. He's charismatic, relatable, authentic, and pushes participants to the appropriate level to elicit learning." Rashmi Parvathy, Google

"Michael’s Management Training is the Ivy League for Sales Managers. My team’s performance and confidence increased almost immediately and record revenue followed. The techniques Michael teaches elevates your leadership skills and lasts throughout your career." Andrew Furman, Outbrain

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WORKSHOP DETAILS 

• Attendee size: workshop is available for individuals and any group size
• Duration: once weekly over four months for best learning absorption
• Mode: video platform of your choice, or in-person (when we can do that again)
• Facilitator: Michael Hess
• More information and proposal: Michael@Core6Advisors.com​ or 917-207-5183

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