New School Sales Management Training

Admit it. Selling in today’s complex, competitive environment requires more skill and expertise. Buyers have become more knowledgeable and sophisticated, and they are taking a more cautious approach to buying. Gone are the easy deals and the “low hanging fruit”.

The high cost of putting sales reps on the street coupled with the increased competitive pressures demands that a company maximize the return on its investment of human capital. To thrive in this new competitive environment companies must learn how to put a stronger sales team on the street, improve their sales management practices, and learn how to get their sales people to perform at a higher level.

New School Sales Management Training teaches owners and managers to do all of this and more. Training is conducted live or via a high-tech telephone bridge line and the internet. The format ensures focused learning, discussion, and individual application. The twice monthly, 90 minute sessions are interactive, live training sessions that focus on implementation and execution of sales management best practices.

The Curriculum includes:

• Developing an Effective Sales Management Process
• Recruiting (Developing a Sales Template, Using Pre-Hire Assessments)
• Interviewing/Hiring (Process, Evaluating, And Making Offers)
• Creating and Implementing Effective Accountability
• Conducting Effective Sales Meetings
• The Manager as Coach
• Managing Salespeople’s Activity and Behavior
• Sales Force Motivation
• Account Management Strategies (Managing Proposals and Negotiating)
• Understanding and Communicating With Your People
• Using Your Time Effectively
• Shortening the Sell Cycle and Improving Profit Margins
• Pipeline Management
• Complex Sales Strategies (Team Selling, Selling To Multiple Decision Makers)
• Compensation and Incentives
• Forecasting and Budgets
• Creating and Managing Change
• Territory Management and Account Planning
• Creating and Implementing a Sales Manual
• Case Studies and Problem Solving

Tuition: $9497.00 per year per manager for training and personal coaching

Classes are held on the 1st and 3rd Monday of each month from 9:00 -10:30 am Central Standard Time.

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