Training: How To Improve A Sales Team

Learn how to improve a sales team so that it executes with precision – – effectively, efficiently, and predictably

Our Sales Process Training Will Show You “How To”…

Sales Strategy

  1. Improve sales forecasting accuracy
  2. Gain “share of wallet” with customers
  3. Make better use of our customer account plans
  4. Organize sales managers and people to increase revenue growth
  5. Enter new industries
  6. Energize your sales culture

Sales Execution

  1. Get salespeople to cross-sell
  2. Win-back past customers
  3. Increase our retention/renewal rate
  4. Upgrade/rationalize the sales systems that we’re using
  5. Improve your teams selling skills
  6. Streamline communications of product, service, and pricing updates

Sales Evaluation

  1. To pinpoint and prioritize sales process improvements
  2. Understand which sales metrics you should be paying attention to
  3. Get salespeople to more accurately track activities, opportunities, and sales
  4. Make better decisions from analysis of your sales team, managers, and people
  5. Streamline your sales reporting process, sales reports, and sales meetings

Why Do Process Improvements Fail?

  1. Time pressure to generate immediate revenue results causes them to cut corners
  2. Inability to quickly transfer product, service, pricing and other technical knowledge to sales managers and people
  3. Management lacks expertise in sales and sales management methods, techniques and tools
  4. Unrealistic expectations that sales managers can: make sales calls, hire and manage salespeople, deploy sales technology, manage office space, and build sales strategy and forecasts
  5. Incomplete and/or conflicting procedures, information, policies, and guidelines
  6. Inability to sift through “the blizzard” of expert advice from key advisers i.e. investors, bankers, accountants, lawyers, family, and friends
Sales Workflow

We Use The Chief Sales Leader Framework™

To show business leaders and sales managers how to improve the three (3) strategic and twelve (12) operating sales processes that are required for a sales team to execute with precision – – effectively, efficiently and predictably

This Program Can Be Delivered Via:

  1. Webinar
  2. Two-hour Workshop Overview
  3. Four-hour Workshop Covering The Basics
  4. One-day Workshop
  5. Monthly Workshop Series
  6. Quarterly Workshop Series

Training: How To Improve A Sales Team

Attendee’s Will:
  1. Learn best practices, procedures, and policies
  2. Learn about sales technology and tools
  3. Learn how to measure a sales team and people
  4. Review real-life examples from multiple industries
  5. Share peer experiences
  6. Take away step-by-step instructions and sample templates
Program Agenda
Optional Pre-Program Self Assessment to gauge each attendees level of sales and sales management knowledge, skills, experience and mindset
Module 1 – Framework for Improving a Sales Team to provide attendees with context on the proper sequence for assessing and improving sales processes, technology, people and culture that are required to build sustainable revenue growth year-after-year without wasting time, money and morale

Module 2 – Why You Should Start At The Sales Call and Work Backwards because that is where the buyer resides, we can instantly learn if our messaging and value proposition is working, and time-saving lessons are learned for building the three (3) strategic and twelve (12) operating process that is  required for a sales team to execute with precision – – effectively, efficiently, and predictably

Module 3 – Sales Approach and Tools to enable buyers to match their wants and needs to your solutions quickly to turn on the flow of revenue including the methodology and tools to: generate leads, schedule sales call appointments, execute sales calls and close deals, onboard new customers, renew and up-sell existing customers, and cross-sell existing customers

Module 4 – Hiring and Onboarding The Right Sales Managers and People including finding, screening, interviewing, making job offers and career development planning.  We will also cover how to use college interns working toward professional selling degrees to energize your sales team for 25% of the cost of traditional hiring methods

Module 5 – Sales Planning & Forecasting to focus limited time, money and resources through accurate sales and market strategy, forecasting, budgeting
Module 6 – Sales Organization Design to select sales channels, territory design, job design and job descriptions

Module 7 – Sales Management Approach including when and how to: manage team meetings, compensate, coach, evaluate, train and develop business development, account management, and customer service people; including succession planning

Module 8 – Sales Culture and Mindset to lay the foundation for a sales team that mirrors the: values, mindset, behaviors, and decision-making approach of company leaders

Module 9 – Sales Evaluation to measure, analyze, and report on sales activities, sales opportunities, and revenue results

Module 10 – Sales Process Improvement to conduct a gap analysis, problem-solving, prioritizing improvements, action planning, reporting on improvements, and improvement meeting management

Optional – Post Program Personal Coaching to personalize an approach to implementing the methods, techniques, and tools learned during the program

Who Is The Program Instructor?

An accomplished Chief Sales Leader™ with global experience connecting, mentoring and enabling sales teams to execute with precision – – effectively, efficiently and predictably

Rick Longenecker
Rick shows business leaders “how to” enable sales teams to execute with precision – – effectively, efficiently, and predictably – – based on his global experience:
  1. Serving in C-level roles in both publicly-traded and privately-held companies
  2. Building, restructuring, improving and merging sales teams
  3. Consulting in over thirty industries
  4. Managing sales teams in both monopoly-regulated and non-regulated environments
  5. Leading sales teams in the Fortune 500, middle market, small business and in start-ups
  6. Hiring, coaching and mentoring thousands of sales leaders, managers, and people
  7. Selling both products and services
  8. Networking with thousands of people around the world
  9. Living in Metro New York City, Los Angeles, San Francisco, Minneapolis, Metro Detroit