Organizational Dynamics & Base Processes
Organization Structure/Territory Management/Role Definition
Reporting Cadence & Routine
Defined Sales Process Milestones
Opportunity Tracking/Sales Funnel/Forecasting
Building an Effective Sales Management System
Organization Structure/Territory Management/Role Definition
Reporting Cadence & Routine
Defined Sales Process Milestones
Opportunity Tracking/Sales Funnel/Forecasting
Defining Marketing Strategy
Crafting a Marketing Plan
Review/Scrub/Create Marketing Collateral
Positioning Statement
What Do Our Customers Fail to Fully Understand About Their Business, But Should?
Re-Framing the Customer Conversation
Building Effective Mental Models
Creating Commercial Insight
Defining the Sales Strategy
Create Sales Plans (Company/Region/Business Unit/Rep)
Sales Metrics/KPIs
Sales Compensation System
The Week’s Achievements & Follow-Up Actions
Practice Communication Skills for the Real Thing
Accepting & Giving Constructive Feedback
Senior Leader Opportunity to Observe Changes, Achievement & Success
Developing Sales Talent
Holistic Screening Process Definition
Develop Selection & Hiring Criteria
Behavioral Approach to Talent Selection
Properly Onboarding Sales Talent
Lead Generation & Prospecting
Handling Objections
Negotiation
The Agreed Solution & Documenting the Deal
Playing on a Winning Team: SIOP Model
Understanding Profit & Loss/Cash Flow/Balance Sheet
Financial Statement Inter-Relationships & Pricing Models
Negotiating P.O. Terms/Conditions
Measuring Personnel Development
Team Selling & Sales Contributor Expectations
Collaboration with Internal Functional Disciplines
Individual Development Plans
The Week’s Achievements & Follow-Up Actions
Practice Communication Skills for the Real Thing
Accepting & Giving Constructive Feedback
Senior Leader Opportunity to Observe Changes, Achievement & Success
Challenger (TM) Sales Model & Sales Leader Impact
Teaching for Differentiation
Tailoring for Resonance
Taking Control of the Sale
The Leader & The Challenger(TM) Selling Model
The Dark Side of Customer Consensus
The Mobilizer
The Art of Unteaching
Making Collective Learning Happen
Effectiveness of the Sales Management System
Effectiveness Developing Sales Talent
The Three (3) Critical Challenger(TM) Behaviors
Aggregating & Summarizing Benchmarking Findings
Sales Leader Behavioral Model
Sales Leader Time Allocation
Evaluating the Sales Leader
360 Degree Feedback for the Sales Leader
The Week’s Achievements & Follow-Up Actions
Practice Communication Skills for the Real Thing
Accepting & Giving Constructive Feedback
Senior Leader Opportunity to Observe Changes, Achievement & Success