Agenda

This three-day workshop will include the following:

The Successful Sales Manager

• What makes a manager successful?
• The qualities a successful sales manager must have
• How to measure success

Duties of a Sales Manager

• What does a sales manager do?
• What should a sales manager do?
• Internal and External Customers
• How many hours in a day?

Tracking Opportunities

• Steps to a sale
• 5 Ingredients in a sale
• Matching the ingredients to the process
• Customer Log – what it is, how to use it
• Electronic daily report – what it is, how to use it

Time Management

• Prioritize duties
• Who to report to
• Time allocation for each duty
• Daily routine
• How to make the most out of your day

Key words and phrases to create a positive mental picture

• Positive and Negative connotations
• What to say, what not to say

Leadership skills

• What is a leader?
• How to tell if I am one
• Types of leaders
• Making the transition

Save a Deal Meeting

• How often and when?
• Who should attend?
• How to hold them
• Close 4 more deals a month

Sales Meeting

• How often and when?
• How long should they last?
• Structure to keep them exciting
• Who should attend?

One on One meetings

• How often and when?
• Who for?
• Discussion topics
• Necessary tools

Coaching Skills

• Qualities of a good coach
• Opening the interview
• Discussing each step
• Problem steps

Training the team

• Steps to the sale
• How to train
• When to train
• On the job training
• Video training
• Role playing

Closing / Taking Turnovers

• How to take an effective TO
• Negotiating skills
• How to lose a battle in order to win the war

FAQ

Who should attend this workshop?

• Sales managers
• Business owners or general managers
• Lead salespeople

Do you offer additional support?
Each participant takes home a full set of materials that includes the tools, processes, tips and forms needed for implementation and reference. You’ll also receive access to our help desk via email or toll-free phone for help with any questions you have when implementing what you’ve learned.

Times
Days one and two:  8:30 a.m. to 5:00 p.m. approximately
Day three:  8:00 a.m. to 4:00 p.m. approximately
Please arrive 30 minutes early the first morning for registration.

How much does this workshop cost?
First attendee:  $2,495
Second attendee from same company within one year:  $2,395
Third and additional attendees:  $2,295 each

Face Mask Policy
Any attendee who is not fully-vaccinated for COVID-19 must wear a face mask at all times while in the Spader facility. Fully-vaccinated individuals are not required to wear a mask.