Sales leaders carry some of the greatest responsibilities in any organization. They must hit sales targets with little direct control over the outcomes, manage strong personalities, and lead directives from senior leadership. The Management Academy focuses on the importance of skillful leadership to help managers develop, expand and refine their management skills with our interactive and real-world-based management training.
Unfortunately, in many organizations, emerging sales managers receive little or no training before taking on the job.
The Academy instructs managers how to:
Experience a complete overview for establishing a management framework built on productive behavior, cooperation, collaboration, and accountability. We’re invested in your long-term improvement and lasting results. Our participatory training programs emphasize actively learning new skills and following up with specific work environment exercises.
Work one-on-one with our trainers and in groups with sales managers from other companies that are fighting the same battles you are. You'll also leave with tools that you will be able to implement immediately after the session.
January 10, 2024 - March 6, 2024
9 Sessions - Every Wednesday
3:00 PM - 5:00 PM EST
Virtual Training Sessions
$3,500.00/person plus applicable sales tax on materials
Introduction to the four-step Coach to Success model, leveraging techniques like the coaching contract and Sandler’s questioning strategies.
Exploration of creation and establishment of sales accountability through operating procedures to drive sales and meet goals.
Examination of long term goals and improvements, applying the Coach to Success model to ultimate success.
Introduction to the Hiring PIPEline and RESEARCH Model, and application through a successful hiring process.
Exploration of the Job Candidate Scorecard, hiring decision criteria and internal biases to identify key hiring insights.
Examination of the MAPs process and 4 Step Onboarding plan, standardizing onboarding to increase speed to productivity for sales.
Introduction to Pre-Call Planner tool amplifying individual accountability by implementing debriefing and observation.
Exploration of deal management and identifying risks, and implementation of risk mitigation strategies through creative questioning.
Examination of pipeline health and how to assess pipeline health using an excel analysis tool driving optimization through Pruning, Prioritizing and Prospecting.