| Training
- Why do Salespeople Fail? |
Overview
Sales managers have a
tough job. They are responsible and accountable for sales.
Customers are demanding higher levels of quality and
responsiveness than ever before, yet typically sales
managers have little control over what's delivered.
The popular notion is
that sales managers must get their people to "sell
differently". For example, many sales managers are
trying to get their people to "Call higher in the
customer organization" and to "Be more
strategic." Meanwhile, many sales managers suspect
that now, more than ever before, their salespeople need to
"Execute the basics."
Objective
To help participating
sales managers correctly assess their people, their
organization, their market-and themselves-for the purpose
of focusing their efforts on two things:
- where their effort
will make the greatest difference, and
- in ways that will have
the most impact.
Content
Participants in this
Eagle Learning Center course will receive confidential
feedback from their salespeople, their own manager, and
themselves as to their current performance. That feedback
will provide a backdrop for large and small group
discussion, brief lectures, video, experiential exercises,
and personal action planning.
Why
Do Salespeople Fail?
- Individual and group
response compared to research findings
- Four factors of
effectiveness: - Knowledge and Expertise -
Communication (Sales) Skills - Encouragement -
Attitude
- Good news, bad news of
research findings
The
Phases of Growth
- Your
organization
- Your individual
salespeople
- You as a sales manager
What Really Drives
Results: What the Manager Can Do
- 1 on 1 management vs.
managing the culture
- Satisfaction and
communication norms
Barriers
to Performance
- The myths: what's
"new" in selling
- Management and
individual attitude: you can't give away what you
don't own
Seminar
Length and Implementation
- 1 day
- Offered both as a
public seminar and as a customized, in-house process
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