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:
Interview sales managers and executives.
Review sales reports and documentation.
Assess skills of sales managers (electronic).
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
Sales cycle development
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
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: