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Sales Management and Coaching
Sales Management and Coaching is a methodology that gives sales managers a proven way to drive significant productivity and effectiveness increases in the sales force. This methodology is focused on the key elements that drive revenue up, and activities related to the day-to-day execution of the sales process by the sales team. It is a mixture of modern analytical techniques of the business end of selling, and best practices in the field. Sales Management and Coaching shows managers how to accurately analyze sales opportunities and pipelines, and to coach salespeople to higher levels of performance.
Sales Management and Coaching leverages the terminology and concepts of Solution Selling®.
Upon completion of the Sales Management and Coaching workshop, participants will be able to:
- Get an accurate status of opportunities based on pipeline milestones
- Develop a tactical plan to help salespeople win opportunities
- Identify specific selling problems (opportunity and skill) that hinder sales productivity
- Apply focused coaching with actionable items
- Apply a “management-by-exception” approach to increase management productivity
- Anticipate and avoid quota attainment (shortfalls)
- Increase forecast accuracy
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