Sales Training

You'll see from our sales workshop preparation that all the hard work has already been done for you. That's why our sales workshops only take one day. We tailor the Fast Track sales approach for your unique selling environment. From prospecting to closing, these sales workshops systematically and immediately remove excuses for poor sales.

The outcomes from our sales workshop will make it easy for salespeople to apply all that expensive training you've already invested in. Better yet, invest in our sales workshop first to receive maximum benefit from other sales seminars and sales workshops that follow. The visually-powerful Fast Track sales Techniques produced in these sales workshops enables salespeople to quickly select the right tool or tactic and move "stuck" buyers to action.

Our one-day sales workshops help your salespeople self-diagnose the kinks in their sales pipeline and solve their own sales problems.

A deal in the pipeline is like water in a garden hose that can't flow out the end if any part of the hose is kinked. Our sales seminars help you to understand why your buyer isn't buying. The quicker a salesperson spots the obstacle and removes it, the quicker revenue dollars come flowing out.

Fundamentals of Sales Management for the Newly Appointed Sales Manager Level 1

You’re starting your sales management job with fewer human and financial resources at your disposal. Time to work smarter.

You’re a new sales manager, taking over a sales team with both rookies and pros. You also have an open territory that needs to be filled as quickly as possible. Where do you start? How do you gain the respect of your team? How can you maximize the skills of each team member? And how do you respond to your manager’s demands?

Gain a foundation of critical-to-success management skills...from proven communication techniques...to interviewing tools that ensure the most appropriate salesperson is hired...to establishing an effective training program...to a six-step coaching process that helps you make the most out of each sales team member’s potential.

Who Should Attend:

Newly appointed or prospective sales managers who need the tools to respond to customer, team and company needs.
Note: More experienced sales managers should attend Advanced Sales Management.

How You Will Benefit:
o Make a smooth transition from talented salesperson to expert manager
o Win respect by building your management skills
o Ensure your team’s productivity through recruiting, training and coaching skills
o Effectively plan—and target—customers and territories
o Successfully plan your logistical operations and organizational structure

What You Will Cover:
o Similarities and critical differences between selling and managing
o Responsibilities and duties of a new sales manager
o What senior management expects of you
o How to set objectives with salespeople
o Sure fire methods for motivating salespeople
o How to become a master delegator
o Coaching and counseling your sales staff
o How to prepare for and conduct sales meetings
o How to set up a control system
o How to reduce the risks associated with hiring
o Successful interviewing techniques
o How to familiarize new recruits with product lines, accounts and sales skills
o Training methods that maximize results

Advanced Sales Management Level 3

Sales have borne the brunt of the slow economy. Learn how to effectively handle the fallout and ensure your teams success.

This advanced program shows you how to keep pace with all the issues that are revolutionizing sales force management. It’s the seminar to choose if you want to become a more effective manager—and advance further, faster, in your career. In three days, you’ll discover the can’t-fail techniques that have already benefited thousands of your colleagues. You will learn how to achieve peak performance in every area indispensable to sales management success.

Who Should Attend:

Seasoned sales managers who want to refine sales planning techniques, build leadership skills and become more powerful decision-makers, motivators, communicators, coaches and counselors.

How You Will Benefit:
o Develop leadership and team-building skills
o Recruit and train a higher caliber of sales professional
o Improve your sales team’s productivity
o Keep your team accomplishments in the spotlight
o Generate increased profits with fewer resources
o Understand the internal motivators of your sales force
o Become a more effective communicator and decision-maker

What You Will Cover:
o The changing sales environment
o How to utilize a system for analyzing your sales planning
o The dimensions of effective sales management
o Understanding people: the basis for sales motivation and effective communication
o Organizing and structuring the sales force

o The attributes of standards of performance
o Coaching, counseling and performance appraisals
o The challenges of special personnel situations
o Creative decision-making and problem solving techniques
o The implications of sales compensation

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