Strategic Sales Management

If you're a sales manager you know that the sales manager's job is one of the most difficult in the company. Upper management sets the goals for your department and expects you to deliver. You must now rely on your people to achieve the goals you once achieved for yourself when you were in the field. Your job now is not to sell; it is to direct, motivate and teach others to do the selling for you.

Strategic Sales Management offers you comprehensive instruction and support as well as the expertise and philosophy that have made the Sandler Selling System the most powerful selling system on the market today. The three modules of this exciting program, "Managing Your People," "Managing Your Business," and "Managing Your Technology," explore the critical elements for success in any management situation.

Managing Your People

The "people problems" you face as a manager are among your most challenging. Accurately and objectively evaluating the performance of your salespeople affects your team's ability to succeed now and in the future. Learn to identify the winner and non-winner tendencies of your salespeople, and measure their progress. See how a ten-minute test can give you critical insight into your salespeople, as coaching and debriefing strategies begin to motivate your team to become self directed closers. Strategic Sales Management will teach you how to turn anyone into a winner!

Managing Your Business

Outstanding, sales performance requires a realistic sales plan, including goals and strategies for accomplishing them. Learn to effectively and supportively debrief your salespeople, grow your sales through networking, and manage a territory, while developing the practices vital to managing, maintaining, and maximizing business with your existing customers.

Managing Your Technology

The information technology industry has created a vast array of tools for sales force automation. Automation tools should be used selectively, based on the structure and needs of your business. Before you fill your shelves and hard drive with the "best products on the market," learn how these programs work and set your criteria for using them. This course will enable you to make better more informed decisions.

Using the Strategic Sales Management materials and classroom sessions, you will take from the course what you need, when you need it. Based on adult learning methodologies, the most advanced approach to professional training, you'll experience a participatory, rather than a passive training format, that facilitates true learning and comprehension.