Are you a sales manager that needs help with maximizing the effectiveness of your sales team?
Experience has proven that CustomerCentric Selling® is most successful only when the sales leadership team understands process management and can reinforce CustomerCentric Selling® skills & behaviors with their staff following training. We've found that without practice and reinforcement, use of the process can decrease dramatically over time and consequently, the value realized from the training investment is greatly reduced.
The sales management training workshop enables management to apply consistent criteria across the sales organization; document important activities and conversations with salespeople for future use; and measure progress salespeople are making during the process. (This parallels teaching salespeople to work within a process to apply consistent qualifying criteria; document their activities and conversations with customers and prospects; and measure their progress in the sales cycle.) This process is repeatable and measurable, and within each of the seven modules of the program are higher-level skills managers learn to execute in order to manage each area of the sales process.
During the workshop, managers engage in practical discussion, as well as practice the sales leadership skills they will need to execute after the workshop. Time is allocated for discussing and addressing any challenges managers may be experiencing in the implementation of CustomerCentric Selling®. Participants will learn how to modify their style for each of their reps, based on individuals' ability and willingness to execute the process skills. Sales managers will also be exposed to change management concepts and activities that will help them proactively address people-oriented, as well as process, issues.
The entire sales leadership team will learn how to:
Establish systems, activities and expectations necessary to support the sales process within their organization
Work through their sales people to plan for success in their territory, within specific accounts and with specific selling activities that will lead to greater sales productivity
Analyze documents created from the process to identify potential pipeline opportunity and/or selling skill issues
Execute a communications program with salespeople in order to make the most efficient use of their management time
Coach sales people to help them understand where and how they need to improve
Develop selling skills that will enable salespeople to develop healthier sales pipelines to meet corporate goals
Manage employees who may not be meeting expectations
Develop and execute a 90-day plan to help the organization transition to using the process as quickly and effectively as possible
Your management team will:
Create and own the management system that will enable them to support the implementation of the sales process in the long term
Leverage the knowledge and skills necessary to proactively reinforce the behaviors that will maximize the value of the sales training their sales people receive
For more information:
To learn more about our Sales Management program, please contact Bosworth-Kenney at
760-436-2444 or info@bosworth-kenneyselling.com.
