Sales Management Seminar

This is a five-day seminar that covers sales management skills and techniques. The target audience for this training is sales managers or managers who have sales responsibilities and salespeople reporting to them. Managers attending this training must attend B2B Professional Sales Critical B2B Sales Activities Seminar and Managing B2B Opportunities Seminar before attending this training. Class size is limited to 12 students. Managers are encouraged to bring examples of sales plans, pipeline and opportunity review guidelines.

Seminar Content

Day 1

Introduction to Sales Management
Sales Management Model
World Class Sales Organization
Coaching Your Team
Profiling exercises

Day 2

Coaching Role-Plays
Maximizing Coaching ROI
Management and Coaching Tools

Day 3

Pipeline Reviews
Sales Strategy Reviews
Bid Reviews

Day 4

Establishing Sales Strategy
High Impact Sales Role
Sales Administration Best Practice: Sales meetings, CRM, Competitor Intelligence

Day 5

Team Building
Seminar Feedback
Graduation

Seminar Materials

In addition to the B2B textbook, each student will receive the following:

Hardcopy of all materials presented and used in the seminar
Digital format of all materials presented and used in the seminar
Cracking the Sales Management Code 256 pages. Written by Jason Jordan and Michelle Vanzzana
Certificate of completion at the end of the seminar

Event Logistics

The seminar will start at 8:30 a.m. and finish at 5:30 p.m. each day including the last day. Coffee breaks and lunch will be provided as part of the seminar registration fee. A separate area in the training room will be provided for participants to set up their computers. Internet access will be provided during the seminar. Students need their computers to complete several exercises. Participants are required to turn off their hand-phones during the seminar. There will be regular breaks and one-hour lunch, allowing students to check e-mails and messages. Students should plan to allocate one hour after each training day for review and completing evening assignments.

What Graduates of the B2B Professional Sales Sales Management Seminar have to say:

"I've been in sales for 25 years and sales management for the last ten years. In 5-days I have learned more about sales and sales management, and I'm fired up to start applying what I have learned with my team."

— Hector, Buenos Aires

"I can guarantee that the two books will not be collecting dust. I finally have a clear picture of how to add value as a sales manager. I see now that I have been spending 100% my time doing only 15% of my job. Starting on Monday, I will start being a sales manager. Thank you!"

— Adelola, Lagos

"Thanks for putting up with me in the class and for insisting I put the phone away and listen. It is the first seminar in many years that I can say the trainer was there for the class and not just to deliver a seminar. You were the first in and last one out. The best training I have ever attended."

— Emma, Stavanger

"JP this is a post-seminar feedback. 100% of the ROTI's have been implemented, and I have seen a tremendous improvement in my team's effectiveness and my participation I can now say my job is much more rewarding! Thank you."

— Tony, Milan

B2B Professional Sales