Sales Management Training Workshop

Sample agenda for our in-person sales management training workshop

We will announce new dates in the future. Please contact us with any questions.

Event Price:
$1,995 per person or $1,895 per person*

*when 2 or more people from the same company register

This sales management training workshop is a fast-paced and well-structured program that features a comprehensive set of sales management skills and tools for maximizing your leadership leverage and results. View the sample agenda below to see all of the topics that sales managers can expect to learn throughout the workshop.

Pre-work assignments: Complete online communication style assessment and preparation worksheet for the sales management training workshop.

Day 1

8 am – 9:45 am

The Power of the Sales Leadership Mindset

- Introduction/Program Overview
- Definition of Sales Coaching
- Understand how 8 instincts you developed as a sales rep can cripple your effectiveness as a sales manager
- Define the steps you will take to overcome these sales rep instincts
- What are your goals for this session?

9:45 am – 10 am

Break

10 am – 12 pm

Take Control of Your Time & Priorities (Part 1)

- Reactive vs. proactive: understand what keeps you trapped in a fire-fighting mode
- Exercise: The benefits of being proactive & consequences of reactive
- How to separate the important from the urgent

12 pm – 12:45 pm

Lunch

12:45 pm – 1:30 pm

Take Control of Your Time & Priorities (Part 2)

- Exercise: 7 deadly timewasters for sales managers and how to control them
- Exercise: “Triage” your time to maximize ROI on your sales coaching investment
- Recognizing the paradigm from which you have been judging your people

1:30 pm – 2:30 pm

Drive Accountability & Performance

- Define your standards of excellent sales performance
- The “Success Profile” – how to coach both attitudes and skills
- How to implement your new team culture of continuous improvement

2:30 pm – 2:45 pm

Break

2:45 pm – 3:45 pm

Hire Smarter

- Better ways to identify what you’re looking for
- Screening interviews and other techniques for getting input
- Interviewing techniques for hiring the right salesperson

3:45 pm – 4:00 pm

Break

4 pm – 5 pm

Becoming More Future Focused

- Exercise: Identify strategies you can use to engage your team in pursuing your vision

Day 2

8 am – 8:30 am

Review/Preview

- Sales Manager’s Planning Tool: Exercise #1
- Overview day #2

8:30 am – 9:45 am

C.O.A.C.H. for Success (Part 1)—Sales Coaching Skills

- Effective and ineffective coaching
- 4-Step sales coaching model
- The 10 biggest mistakes sales coaches make

9:45 am – 10 am

Break

10 am – 10:45 am

C.O.A.C.H. for Success (Part 2)

- The COACH role plays—practicing sales management skills
- Assessing sales process deficiencies
- The Sales Coaching Tool
- Identify your team’s skill and will development needs
- TopLine’s Tools: “Sales Coaching Needs Analysis” and “Sales Coaching Training Tool” to define your sales team development plan

10:45 am – 12:15 pm

Buy-Cycle Coaching

- Sales forecasting: Why most forecasts are so inaccurate
- Benefits of linking selling to buying process
- Sales funnel coaching: How to coach reps on the buyer’s “funnel stage exit criteria”

12:15 pm – 1 pm

Lunch

1 pm – 2:30 pm

Motivate and Energize Your Team, Part 1

- Motivation vs. demotivation
- Strategies for leveraging the motivators that matter most
- Understanding a rep’s money goal to better motivate the rep to want to sell and earn more.
- Dealing with demotivated reps—guidelines & role plays

2:30 pm – 2:45 pm

Break

2:45 pm – 3:30 pm

Motivate & Energize Your Team, Part 2