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| When: |
Monday, June 8, 2009 - Monday, September 7, 2009
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| Where: |
On Line Course
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| Investment: |
| 1 - 4 Attendees:
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$1395.00 Per Participant
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| 5 - 10 Attendees:
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$1195.00 Per Participant
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11+ Attendees:
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$995.00 Per Participant
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| Payment Options: |
Credit Card, PO |
Course Agenda
June 8, 2009: Live Webinar
We
provide executive and sales management the needed direction to drive
their sales beyond market averages. Discussions surround the changing
role of sales managers, and developing plans for leading, motivating,
challenging and rewarding sales team members.
June 8 - June 21: Online Learning & Collaboration
Management Objectives
By
itself, revenue generation is an incomplete indicator of sales
performance. The Driving Sales Beyond Management System reveals
twelve objectives that managers should use to accurately assess sales
activity. Also examining the five fundamental needs of
salespeople, Driving Sales Beyond, puts management systems into place
that ensure those needs are met.
June 22 - July 5: Online Learning & Collaboration
Building the Team
Failure
is guaranteed if managers don't have the right people on the
team. Driving Sales Beyond teaches recruitment as an ongoing
process based on the truth that: If the only time you look for
sales professionals is when you need sales professionals, you will
always have substandard sales professionals.
July 6 - July 19: Online Learning & Collaboration
Coaching
Ineffective
sales managers spend more days in the office and at meetings than they
do in the field, developing the skills of their sales teams. In
contrast, the world’s top producing sales managers make the development
of their people A-priority; devoting 60-80 percent of their time
coaching, training, and teaching skills that improve sales
performance. Driving Sales Beyond examines the coaching function
as one-on-one skill-building, directly tied to increasing sales and
developing long-term client relationships. Participants leave
ready to begin the first module of their online learning.
July 20th: Live Webinar
This
second strategic classroom event provides occasion for guided review of
progress, and assessment of current challenges and opportunities.
Generating real results requires commitment and focus. This
session renews both.
July 20 - August 2: Online Learning & Collaboration
Standards of Performance
Management
cannot legislate productivity. In contrast, a bottom-up process
that generates sales team "buy-in" goes far to develop and communicate
performance standards. Driving Sales Beyond shows managers how to
effectively develop and communicate a sales strategy process, and
related performance expectations to sales team members.
August 3 - August 16: Online Learning & Collaboration
Performance Measurement
Salespeople
want to know how they are doing on the job, yet over half will tell you
they do not know what their manager thinks of their overall
performance. The fact is, if anything is a surprise during the
annual appraisal, it is the sales manager and not the salesperson that
should be terminated. Driving Sales Beyond provides tools to
achieve continuous performance measurement, insuring that both manager
and sales representative are on the "same page."
August 17 - August 30: Online Learning & Collaboration
Motivating the Sales Team
Money
is not the only motivator! If your organization is like most,
someone on your sales team could leave immediately to earn 20 percent
more elsewhere. Why do they stay? Because needs other than money
are being met! Driving Sales Beyond reveals a measured "mix" of
motivating factors that affect productivity and performance for all
sales professionals -- from the novice to the seasoned veteran.
September 7th, 2007: Live Webinar
This
third strategic classroom event publicly recognizes those individuals
who have successfully led their teams to greater performance.
Each participating sales manager provides a “state of the sales effort”
presentation for peer and 4th Generation feedback. This step back
from daily work and routine pressures encourages a global perspective
that focuses on issues critical to Driving Sales Beyond.
Register Now
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