SALES MANAGEMENT BOOTCAMP

Bootcamp Shortcuts:

AS A SALES MANAGER, ARE YOU FACED WITH...

• Growing sales in a tough market?
• More competition requiring better understanding of how to compete, motivate and manage salespeople?
• The need to learn to effectively "coach" your salespeople so deals close?
• Seeing the same names on the forecast every month with no movement or closed status?
• The need to identify and eliminate non-performers?

Many companies of all sizes struggle with how to manage the sales department. They hope if they just wait it out, salespeople will eventually succeed. They rarely do. They have no consistent way to measure the effectiveness of sales activities. Sales people resist all attempts to manage their behavior. "Magic Dust" sales training is not practiced enough to justify on-going involvement. Salespeople make too many sales by accident vs. design.

Sales Management Bootcamp is designed to push sales beyond previous limits. It does this by motivating your sales team to give 100% effort everyday.

Learn the management system that high performance sales departments use to achieve success!

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• Proven system to guarantee you hit your numbers.
• Visual tracking to see that salespeople make quota
• Performance enhancers to maximize training results
• Sales strategies to beat the competition
• Coaching that eliminates Push-Back from salespeople
• Compensation strategies for sales deficiencies
• How to run sales like a business
• Blueprint for your own Command Center

• 6 hours of small group and personal instruction
• 91-page Sales Management Bootcamp Manual
• Visual tracking tools in Excel and Word you can use.
• Dan Grobarchik's, Sales Management Pocket Guide.
• Three Sales Management Assessments
• A subscription to our quarterly newsletter.
• A continental breakfast, and lunch

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• Retiring quotes easily
• Pipeline management
• Realistic forecasting
• Keeping salespeople honest
• Improve closing ratios
• Selling in a down economy
• Protect sales training investment
• Sales performance enhancers
• Blue print for your sales command center

WHO SHOULD ATTEND:

Business Owners, Sales Managers, Directors of Sales, Executives, and Sales Reps acting as Sales Managers who:

• Are not retiring their numbers every quarter
• Need training in sales managment skills
• Are accountable for results not excuses
• Need to grow sales
• Need sales to thrive in a down economy

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AGENDA

Day 1: Foundation (full day; 9:00 AM - 4 PM)

• Review Bootcamp Objectives
• Understanding of Salespeople and Sales Managers Profiles
• Review Finding/Identifying Salespeople System
• Understanding Compensation Plans Options
• Building Sales Momentum
• Filling the Pipeline: Activity Management/Productivity
• Establishing a "Command Center"
• Tips and review examples of Client Profiling
• Tracking Sales Progress: Qualifying/Ranking/Next Steps/Decision
• How To Sift Out Profit In Each Sales Opportunity
• Discuss and applying coaching strategies
• How to customize your management approach to your team
• Command Center: Portable "War Room"
  
  • Go to the Board Meetings
  • Keeping a Scoreboard
  • Competitive Analysis
  • Your Company (helping apply system to your company)
  • Command Center
  • Play Book
  • Pipeline Management
  • Discovery Questions, Commitment Questions, Coordination
  • Sales Performance Enhancers
  • Teamwork

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MEET YOUR PRESENTER:

DAN GROBARCHIK, President of Exsell, Inc. Exsell, a Sales and Business Development Firm, was founded in 1990. Exsell's focus has always been to help its customers build and manage effective sales staffs. Exsell has been dedicated to helping companies grow their businesses by improving their sales effectiveness and sales productivity. It has worked with companies that sell a broad range of products and services. Exsell helped develop the Maximum Sales Results Plus+ System and has successfully applied this proven system to over 300 companies.

Dan is a speaker for Sales and Marketing Executives. He has spent the last 30 years in sales, sales management, and marketing. He understands what is required to be a successful professional business person in today's marketplace. He also understands the requirements a company needs for continued growth.

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