Upcoming Seminar

September 13-14, 2017
Atlantis Casino Resort Spa
Reno, NV

Reserve Your Spot

Sample agenda for our sales management training workshop:

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 of Sales Coaching and Leadership Workshop

8:00 to 9:45 – The Power of the Sales Leadership Mindset

  • Sales management workshop 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 to 10:00 – Break

10:00 to 12:00 – Take Control of Your Time (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

12:00 to 12:45 – Lunch

12:45 to 1:30 – Take Control of Your Time (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 to 2:15 – Become More Future Focused

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

2:15 to 2:30 – Break

2:30 – 4:10 – Field a Better Sales Team

  • Define your standards of excellent performance by a rep
  • “Success Profile” – have you been missing something?
  • How to implement your new team culture of continuous improvement
  • Use your Success Profile to improve your recruiting & selection
  • Interviewing: how to spot the eagles vs. the turkeys

4:10 to 5:30 – Communication Skills

  • In order to understand our relationships with team members, we must first understand ourselves
  • Develop a plan to overcome your weaknesses & take full advantage of your strengths

Day 2 of Sales Coaching and Leadership Workshop

8:00 to 8:30 – Recap day 1

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

8:30 to 10:00 – COACH for Success (Part 1)

  • The 10 biggest mistakes sales coaches make
  • 4-Step sales coaching model
  • How to diagnose a sales performance problem

10:00 to 10:15 – Break

10:15 to 10:45 – COACH for Success (Part 2)

  • The COACH role plays—practicing sales management skills

10:45 to 12:00 – Opportunity and Sales Funnel Coaching

  • Sales forecasting: Why most forecasts are so inaccurate
  • Timing of effective sales opportunity coaching (linked to the buying cycle)
  • Sales funnel coaching: How to coach to your buyer’s “funnel stage exit criteria”

12:00 to 12:45 – Lunch

12:45 to 1:30 – COACH for Sales Skills & Process Mastery

  • Assessing sales process deficiencies
  • The Sales Process Coaching Tool
  • Identify your team’s skill and will development needs
  • TopLine’s Tools: “Sales Coaching Needs Analysis” and “Sales Process Coaching Tool” to define your sales team development plan

1:30 to 2:30 – How to Confront a Problem Performer (role play)

  • Includes skill drill-practice

2:30 to 2:45 – Break

2:45 to 3:45 – Motivate & Energize Your Team

  • What de-motivates a salesperson is entirely different than what motivates
  • Practical solutions for dealing with the four most common de-motivators, and drive the five motivators that matter
  • Understanding a rep’s money goal to better motivate the rep to want to sell and earn more.

3:45 to 4:00 – Finalize Your Action Plan

  • The Sales Manager’s Planning Tool
  • Summarize and Adjourn