Sales do not progress efficiently and with maximum revenue unless the sales process is continually and closely managed. Sales management must monitor the sales force’s activity, progress, and results; assess opportunities and problems as they arise; and redirect salespersons’ efforts efficiently. 

Sales management requires a mechanism that makes sales predictable. Great companies treat their sales management system as a strategic corporate asset. 

Overview

The Sales Manager’s role is transforming from evaluator to developer, expert to resource, and teller to questioner. There is a need for a Sales Management System that can be consistently used to accomplish this transformation. It must be a disciplined system, well documented and metrics based. Used properly, it will improve employee relations and accelerate the company's sales success. 

The Sales Management System Workshop enables participants to view their company's sales process as a productive asset, one that can be monitored and improved as metrics about it's performance are better understood. The workshop will standardize the system across the company, providing consistency of process and results. Participants will customize the system framework to fit the buying and sales cycle, metrics, reporting requirements, and other characteristics specific to your company.

Salespeople who understand the sales system appreciate its advantages, and are far more likely to embrace that system enthusiastically. This is especially true when they have an opportunity to use the sales system as a benchmark by which to evaluate their own performance, to identify their areas of strength and opportunities for improvement, and to seek training that can enhance their skills in critical areas.

Great companies understand that the 3 most important factors in their success are people, people and people. Who you hire, how they are treated, the resources and development they are given, the opportunities they have, and who they are working for, are all critical elements that determine their success, and the company's success.

Why you should attend?

The Sales Management Workshop is for sales managers with a sales team directly responsible for orders and revenue.

• Are you currently using a "system" to manage your sales team? Is it a  consistent, replicable management process?

• Do you have a system to stay current on information about sales team activities, pipelines, accounts, forecasts and client satisfaction?

• Do surprises result in missed forecasts? Would a system help you deliver predictable results? 

• Does every sales manager in the company use the same approach and metrics in the management of their sales team? 

• Do inconsistencies in management processes cause frustration and misunderstandings? 

• Is information collected to satisfy management or is it used to make plans, assign resources and create change?

• Could the company benefit from consistent language, practices and metrics?

• Are you experiencing unplanned turnover? Are you losing any of your top performers? 

• Are coaching and performance reviews planned activities that produce changes in behavior and optimize results?

• Could your sales team describe your sales management system?

What you'll do?

Unlike training, this two-day Sales Management System Workshop is a role-up-your sleeves and get-to-work session in which the facilitator presents the sales management system model and templates. The management team will begin work on adapting the model to the company's specific needs. The workshop will conclude by developing a timeline for the "completion" and implementation of the company's Sales Management System.

• Review a model sales management system.

• Identify your sales leadership priorities.

• Document the buying cycle.

• Document your sales cycle.

• Determine your management reporting requirements.

• Identify the leading indicators of sales performance and productivity.

• Establish consistent, achievable performance benchmarks.

• Identify action items, timelines and working groups needed to complete the management system.

• Commit to the implementation and adherence across the enterprise.

Workshop pre-requisites and preparation

The attendees should have, and bring for use in the workshop: 

• Corporate mission statement.

• Company "hedgehog" concept (what you can be best in the world at)

• The company value proposition (s).

• Corporate reporting requirements.

• Current sales force metrics (sales rep, sales team, product line) 

• Corporate strategy.

• Critical success factors.

• Corporate culture and value system.

If any of these are not available, additional workshop days can be added for their  development.

Workshop Topics 

• Review of the Sales Management System framework.

• Review of company specific mission statements, "hedgehog" concept, value proposition, reporting requirements, current metrics, strategy, CSF's, culture and value system.

• Discussion and agreement on collection, evaluation and frequency of metrics.

• Standardization of schedules for salesperson reviews and forecasting.

• Discussion and agreement of coaching templates for review and forecast meetings.

• Strategy for implementation plan.

• Time based action plan for completion and rollout.

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