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FUNDAMENTALS OF FRONT LINE SALES MANAGEMENT

Today's front-line sales managers face significant challenges while they strive to achieve broad-based
and sustainable growth. These challenges include trends toward:

  • Commoditization of value (as procurement utilizes increasingly sophisticated buying processes)

  • Disruption within their industries

  • Perceived diminished role of sales within the customer experience

  • Evolving generational expectations of sales producers

In order to succeed in this environment, front-line sales managers must be able to lead their
teams to enhanced productivity. One critical component for success includes better meeting the needs
of their individual team members. This reality can be particularly challenging since many front-line
sales managers have been promoted to their roles without ever receiving any sales management
training or development.

This course is an interactive, three-day learning experience designed to build practical sales
management capability. Participants will return to work reinvigorated and ready to apply proven
leadership skills to drive profitable growth.

AUDIENCE:

This program is designed for front-line or first-time sales managers with direct responsibility for
producing sales representatives or independent contractors/agents. 

 

COURSE OBJECTIVES:

Participants in this course will build actionable capabilities to immediately increase productivity by
working on the following topics:

  • The role of leadership and its impact on performance

  • Sales coaching and communication

  • Organizational development - recruiting, interviewing, onboarding, and performance management

  • Sales process and methodology

  • Funnel management

 

SCHEDULE OF TOPICS/AGENDA:

DAY 1

  • Values-based leadership

  • Effective communication

  • Coaching for success

DAY 2

  • Sales talent acquisition

  • Performance segmentation

  • Performance management

DAY 3

  • Sales process and methodology

  • Funnel management and forecasting

  • Personal action planning

 

METHOD OF INSTRUCTION:

The course will primarily be delivered through an engaging live, on-site experience. The instructors are experienced sales leaders who have faced the same realities as the participants.

Participants will actively develop aspects of their current sales management situation that will be ready for immediate implementation.

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Let's connect

  • https://www.linkedin.com/in/salescoa

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