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Sales Management Training

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Leading the sales team to sustainable success.

The best salesperson can quickly become ineffective with poor management. The good news is that excellent sales management can create a successful sales environment for reps at every skill level. WCW develops the leadership skills your management team needs to create sustainable sales improvement. We design sales management training specifically for your team and conduct the training that is best suited to your company’s needs.

Assessment of Sales Managers

Although the principles of great sales management remain the same, how these principles relate to your particular leadership team and sales force is as unique as a fingerprint. We take the important first step to thoroughly evaluate your sales organization and practices. By taking the time to observe managers in action, speak with managers and their supervisors, and consider the reporting and documentation currently in place, we implement training that will help you get the results you want. At the end of the assessment process, WCW will be able to design sales management training that’s appropriate for your company and your employees. You can reach your sales goals and enjoy the journey. This is a five-step process:

  1. Interview sales managers and executives.
  2. Observe management.
  3. Review sales reports and documentation.
  4. Assess skills of sales managers (electronic).
  5. Review customers (as needed).

Sales Management Training Delivery

Based on a thorough needs assessment, WCW identifies the best way to deliver your sales management training. Effective training needs to be completed over time. The WCW process includes two-day to four-day sessions, interim management activity measurements, and one-day to two-day follow-up reinforcement sessions. We provide customized resources for sales management training that include everything needed for ongoing success and sales results:

  • Follow-up support materials
  • Team planning guides
  • Salesperson analysis tools
  • Sales planning documents

Sales Training Topics:

  • Strategic sales planning
  • Sales call planning
  • Market segmentation
  • Sales cycle development
  • Building rapport
  • Identifying customer needs through focused questioning
  • Product benefit presentations
  • Learning FABs: features, advantages and benefits of products
  • Presentation style and approach
  • Handling objections effectively
  • Using the LEAD Model to communicate with customers
  • Closing the sale: trial closes, pre-closing activities, high-impact closes and post-closing strategies
  • Effective follow-up
  • Using organizational resources to close sales

Methodology – Learning by Doing

Whether a person’s “learning style” is primarily auditory (listening), visual (seeing), kinesthetic (hands-on), or some combination, everybody learns best by doing. Action-based learning, where participants actually practice what they are learning, delivers the best results. All WCW sales management training is done through experiential learning:

  • “Live Action” activities
  • Customer case studies
  • Role-plays
  • Action learning
  • Video recording and feedback
  • Assessments
  • Structured group activities
  • Individual coaching