Jim's Latest Sales Management Video Training

SECTION I – Are You “Good Enough as a Sales Manager to Get Better?”

Learn the critical awareness and attitudes necessary for success as the leader of a sales team

Class #1 – “What is the Job of a Sales Manager?” (15:20 min.)

• The definition of a successful sales manager and leader
• The four goals of shifting behaviors as a sales manager
• The key balance points for successful sales managers
• The four steps of all quality improvement programs to improve your sales team

SECTION II – How to Become a Sales Manager, Coach and Leader

Learn the skills to help each unique sales person on your team achieve more than they would have achieved if just left alone

Class #2 – “Are You a Sales Leader...or Just a Sales Manager?” (12:59 min.)

• Are you investing your sales leadership time as a manager or a leader?
• The differences (and impact) of re-actively supporting versus proactive coaching and leading a sales team
• What is the best blend of communications with your sales team?
• Understanding and mastering the matrix of successful sales leadership

Class #3 – "The Reality of Sales Leadership – Different People Need to Be Managed and Motivated differently"  (20:21 min.)

• The unique attributes of sales professionals, and why that makes them so hard to coach and lead
• Invalid assumptions of experienced sales pros and their managers
• The four rules of motivation
• How to create the best motivational environment for your unique sales team

Class #4 – "How to Master the Values of a Sales Leader" (17:55 min.)

• Have you earned the right to coach and lead a sales team?
• How to master the five central values of sales leadership
• How to become more of a coach and leader and less of a “Head Doer”

Class #5 – "The Role of a Sales Manager on a Sales Call" (10:54 min.)

• Positive (and negative) reasons for a sales manager to go on a sales call
• How and when to step in and interrupt a sales call
• Understanding how to master the three levels of persuasive communications
• How to team sell on a sales call

SECTION III – How to Persuasively Coach, Train and Strengthen Your Sales Team

Learn the best steps, skills and structures required to train, coach and lead your sales team

Class #6 – "How to Strengthen Your Coaching Skills" (14:28 min.)

• How to increase your persuasive coaching skills
• How to measure incremental change
• How to conduct in-house sales training
• The best four questions to ask when coaching and training your team

Class #7 – "How to Build a New Sales Team...or Improve an Existing One" (13:47 min.)

• The four selling skills needed on any successful sales team
• Suggested steps and efforts to build a sales team made up of new people
• Suggested steps and efforts to build (or strengthen) an existing experienced sales team
• Understanding and mastering the language of “The Coaching Zone”

Class #8 – "How to Train a New Hire/Entry Level Salesperson" (14:09 min.)

• Six ideas to help you train a newly hired/entry level sales person
• How to develop an entry level training manual and stepped training process
• How to establish ongoing one-on-one new hire coaching sessions
• How to utilize role playing and practice sales calls

SECTION IV – How to Improve a Salesperson’s Selling Skills and Abilities

Learn how to build the most critical operational, tactical and strategic selling skills within your sales team

Class #9 – "How to Improve Attitude and Energy Selling Skills" (13:39 min.) 

• Five ideas to improve a salesperson’s attitude and energy
• How to coach and lead an emotional sales team
• How to increase energy and effort to increase sales
• How to ask permission to help your team members make more money, get better and sell more

Class #10 – "How to Improve Operational Selling Skills" (17:08 min.)

• Understanding how to coach to the steps of a sales call
• The three consistent operational selling weaknesses faced by all sales pros
• Understanding how your team’s mastery of the steps of a sales call directly impacts your brand, value and competitive advantage

Class #11 – "How to Improve Tactical Selling Skills" (9:39 min.)

• Understanding how tactical selling skills provide control and multiple-stepped thinking and planning within a sales team
• The three most critical tactical skills your sales team needs to master
• How to best stabilize and protect your most important customers
• How to adjust your team’s selling language as they get higher, wider and deeper within their important accounts

Class #12 – "How to Maintain and Grow Your Team’s Most Important Customers" (10:28 min.)

• The four levels of sales professionals, and how to earn a higher position within a customer
• The “What are you doing to support your best customers?” test
• How to offer proactive “Wow factors” to your team’s most important customers
• How to conduct strategic account planning

Class #13 – "How to Improve New Business Selling Skills" (15:05 min.)

• How to lead a team to thinking and planning more moves ahead than your competitors
• How to define (and strengthen) your team’s “Identify to close” multiple stepped selling process
• How to lead your sales team through the eight tactical steps of the new business selling process

Class #14 – "How to Improve Strategic Selling Skills" (16:10 min.)

• How to strengthen the selling philosophies, values and competitive uniqueness of your team
• How to overcome the four most consistent problems with a sales team’s message of value and uniqueness
• How to utilize the four core values of buying to increase your team’s competitive selling language