Effective Sales Management
If they grow, you win—hire, coach, measure and motivate your sales team to higher performance
Who benefits?
- Regional sales managers driven to improve sales team performance
- New or transitioning sales managers
- Top sales performers considering the jump to sales management
Topics
Overview
- Time allocation
- Setting clear performance standards and expectations
- Strategies to accelerate sales growth
- Setting and measuring sales goals
Hiring
- Candidate sources
- Interviewing techniques
- Testing and validation
- Selection process
- Getting new hires started right
Coaching
- Target your coaching time
- Assessing an individual’s coaching needs
- The coaching technique: isolate, exaggerate and integrate new behaviors
- Providing positive and effective feedback
- Developing “self-coaching” sales people
Motivation
- Using the top four sales motivators
- Identify and measure resistance to change
- Learn how belief systems effect behavior
- Engaging your team in change
“All material was useful — it really opened up why we have failed at our past hires and what we will do going forward to ensure success! A lot of relevant information that I can take back and implement [with] the sales team. Thank you!”
Mary Edwards, Vice President of Sales, Coakley Bros Co., Milwaukee, WI
“This program is excellent — deals with issues that sales managers (not just sales people) deal with in the real world.”
Nick Magdziak, Sales Coach, Uline, Eagan, MN
The University of Wisconsin–Madison, as a member of the University Continuing Education Association (UCEA), authorizes this course for 2.4 Continuing Education Units (CEUs) or 24 hours.
bwolfe@exed.wisc.edu