Hall of Fame Speaker & Thought Leader   Contact Us: (800) 526-0074 (952) 913-8998

Do You Want to Build Your Sales Leadership?

Is it finally time to turn your managers into effective sales LEADERS?

Sales management video training from Jim Pancero

Jim's Proven Solutions to Strengthen Your Team's Leadership and Motivational Skills - Watch more of his ideas...

"The thing that really caught our eye, and working with Jim leading up to this, was his insistence on the sales managers being involved, and ownership being involved for the stickability of this training." Chad Kasprzak, Sales manager, GreenMark Equipment - Watch Chad's testimonial

The Five Most Valuable Sales Leadership Program Descriptions

1. “Will You Be Able to Attract The Best Millennials to Your Sales Team?”

Where are you finding the best people to add to your sales team? How competitive will you and your company look to them so they want to also choose you? The Millennial generation (Age 20 to 35) is likely your greatest opportunity to replace your retiring “Baby Boomers.” Learn the different motivations, interests and opportunities you and your company have as you replace “Boomer’s” with “GenNext’ers.”

Learn how a different leadership philosophy and approach can maximize the performance of your next generation sales team. A detailed workbook and action guide will be provided to all attendees.

Topics that can be covered include:

  • If you understand the cultural differences you will understand how to motivate
  • Explanation of the differences between Boomers and Millennials
  • How to adjust your approach to sales management and coaching
  • How to create the best motivational environment for both Boomers and Millennials on the same team

2. "SWAT Team Selling – Leading Your Team to a Competitive Advantage"

Program Overview

How much control and direction do you have over your sales team? Today’s average top producing senior “baby boomer” sales team is difficult to coach and lead, fiercely independent, and is very selective in the companies they sell to and even which of your products they sell. They also tend to reject any attempts to coach or direct their selling efforts. Due to this independence the average sales manager today does little coaching or leadership but instead focuses all of their efforts on merely supporting their sales team with special pricing, expediting, problem solving and customer thank you calls.

But sales teams this reactive in their selling efforts only tend to produce “market average” results, after all you can only coast downhill.

Learn the sales leadership “best practices” that can most impact your market share and profitability. As the leader of your sales team you can implement the coaching processes and selling “best practices” that can provide you and your team with a stronger competitive advantage and profitability moving forward.

Topics that can be covered include:

  • The benefits of “SWAT Team Selling’s” structures, processes and leadership
  • The five steps to successfully shifting to a “SWAT Team Selling” leadership approach
  • How to establish a simple entry level sales training process
  • How to establish ongoing sales coaching and account planning
  • How to organize your selling year into proactive “selling campaigns”
  • How to establish a culture of ongoing learning, growth and team

3. "You Can Always Sell More When You Increase Your Sales Planning and Selling Process Controls"

Program overview:

How many moves ahead are you thinking and planning as an experienced sales professional? And how are you identifying and then following the best selling process to increase your competitive advantage?

Have you divided your year into pre-defined “Selling Campaigns” to increase your consistency and effectiveness? Selling success today is based on your ability to proactively plan and control your multi-stepped selling process as well as to organize and focus your plans for your selling year.

Learn how you can best apply these advanced selling steps to help you lead your customer to want to buy from you…even at a higher price!

Topics that can be covered include:

  •  How many moves ahead are you thinking and selling?
  •  How to take more proactive control of your customer and their buying process.
  •  Understanding and applying the tactical selling steps and objectives selling to an established customer.
  •  Understanding and applying the tactical selling steps and strategies to win long term business.
  •  How to best use your entire selling team in your tactical selling plans.

4. “Are You Ready For Your Next Generation of Sales Reps?”

From a one hour executive briefing to intensive two-day training program.

Program Overview:

What percent of your current sales team will you be losing over the next five to seven years due to retirement or health issues? 25 to 75% is a common answer. What have you been doing to prepare your organization and management team to best utilize this critical influx of new talent and opportunity?

Would you like to reorganize and refocus your sales force? Today’s average top producing senior “baby boomer” sales team is difficult to coach and lead, fiercely independent, and is very selective in the companies they sell to and even which of your products they sell. They also required little to no management assistance or support. The average sales manager today does little coaching or leadership but instead focuses all of their efforts on merely supporting their sales team with special pricing, expediting, problem solving and customer thank you calls.

As the leader of your company you have a unique opportunity to redesign, and strengthen your current sales structure as your senior “baby boomers” retire and your next generation joins your team.

Learn the organizational structures, coaching processes and selling “best practices” that can provide you and your team with a stronger competitive advantage and profitability moving forward. Understand the choices and tradeoffs you have with your sales coaching/leadership structures as well as how to best establish an entry level sales training program and ongoing account planning sessions.

Topics that can be covered include:

  • How to identify and evaluate your current sales team structure and leadership
  • The benefits of “SWAT Team Selling’s” structures, processes and leadership
  • Changes and decisions you will face as the senior leader of your sales team
  • Processes and structures your front line sales managers will need to implement and follow
  • Expectations (and changes) for your “Next Generation” sales team
  • How to improve your sales pay plan/compensation
  • The five steps to successfully shifting to a “SWAT Team Selling” leadership approach

A detailed program workbook will be provided to all attendees.

5. “Six Questions to Evaluate the Competitive Marketing Health of Your Business”

Program overview:

The business environment is dramatically changing. Are you and your business working at your competitive best? Aimed at the experienced business owner, executive or manager, this information-intensive program will help you identify both your best areas...and areas offering the “best” opportunities for growth and improvement.

You will be provided with several tests to help you measure your “Marketing Health.” You will also learn if your sales force, sales management team and E-Business strategies are truly blended into one cohesive and proactive voice.

Questions to be asked include:

1. Does everyone know who your best customers are?

Explain “Strategic Qualifiers”

Test - Write down the attributes of your “best” or “core” customers?

2. How many messages are you taking to your markets?

Explain “Strategic Message of Competitive Uniqueness.”

Test - Write down “Why, based on all the competitive alternatives...”

3. How many “Hellarewe” birds are on your sales team?

Explain the “Hellarewe” bird (3 ft bird living in 4 ft grass).

Test - What are you going to do on your next call? Second? Third?

4. Are you a “Swat Team” or a band of “Independent gunfighters”

Do you have a set of defined “Best Practices” for your team?

Do you have “selling process” sales managers or just “transactional” sales? Managers?

Test - Ask your sales managers - What is the job of a sales manager?

5. Are you talking to your markets with one voice or two?

Strong Internet presence? How strong is your social media presence?

Test - Ask newest customers - How much impact did our “electronic” presence have on your buying decision? What reference information did you utilize?

6. So What Do You Plan To Do About It?

A detailed program workbook will be provided to all attendees.

Call us to discuss unique sales topics for your team!

(800) 526-0074 or (952) 913-8998

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Overview of Virtual Training Course