Strategic Sales Management - Mini Course

Starts 12/12 for 10 sessions

There’s no escaping it.  Whether your business is local, regional or global, in today’s faster paced and more complex business environment, management and leadership skills are fundamental to success.  Business owners must lead their organizations; sales managers must lead their sales teams; and sales professionals must lead their clients and prospective clients.

This mini-course is designed to give you some of the Sandler Sales Management basics in a short, sweet, no nonsense format.  The program consists of ten modules offered weekly via WebEx.  Each program is thirty minutes long and conducted interactively.  There are handouts (downloads) and each program is archived for you to listen and watch at a later time.  The programs are not sequential and are repeated, so if your schedule changes you can catch it later.

The programs cover the essential areas necessary for sales management success:

1. Why Sales Management Often Fails...And How to Fix It: An overview of our sales management process.
2. Effective Hiring: How to create a profile of the ideal candidate and use it to recruit.
3. Effective Hiring: The skills of interviewing (by phone and in-person) and how to assess candidates.
4. Motivation: A sales management system based on the cutting edge thinking on managing a sales team.
5. Accountability: One of the essentials for success.
6. Communicating Through Effective Sales Meetings: How to make them meaningful and inspirational.
7. Creating Sales Quotas: The secrets of using quotas to drive sales growth.
8. Territory Management: Creating and running profitable territories.
9. Strategic Account Planning: Get your team to actually plan their moves and manage their pipeline.
10. Creating a Prospecting System: Not only for your salespeople, but for your organization.

Each participant will receive a Sandler Sales Management Playbook