Course/Product Description Title: The Sales Manager's High-Performance Guide Description: The Sales Manager's High-Performance Guide is designed to make it easy for you to enhance the skills you need to perform at your peak. Everything you need to succeed in sales management is contained within its pages. You receive both a printed version and a CD ROM, both organized in easily accessible chapters you can refer to anytime. These in turn are divided into short, readable entries that give you proven tactics and strategies that work in every area of sales, from hiring and training to forecasting and revamping compensation plans! You’ll have access to techniques and systems used by top performance-proven sales managers - in a format that's easy to use and understand. It will help you: Recruit top-notch performers Design compensation plans and quotas Train and motivate a winning team Teach accurate sales forecasting Get cost-effective telemarketing Plann for personal career advancement! Table Of Contents Basic Training for Sales Managers From Salesperson to Manager: How to Make a Smooth Transition 13 Ways to Communicate with Your CEO Ten Steps to Successful Sales Management What it Takes to be a Winning Sales Manager Three Habits for Sales Management Success Sales Management Training Self-Evaluation Worksheet Self-Study Questions for Sales Managers Interviewing and Hiring the Right Salespeople Separating the Eagles from the Turkeys What's Wrong with Standard Hiring and Interviewing Practices? Avoid these Eight Common Interviewing Mistakes Interviewing: Two Sides of the Same Coin How to Find and Keep Sales Winners How to Find Peak-Performing Salespeople A Portrait of the Successful Sales Professional Questions for Successful Interviews Training Your Sales Force for Peak Performance Tellers, Sellers, Hunters & Partners: Four Stages of Sales Success Qualify Prospects Earlier Generate Better Leads through Referrals and Networking The "Basis of Decision' Approach: A Method to Influence Your Buyer's Decision-Making Process How to Create Urgency in Your Sales Force Your Sales Force Must Know Its Competitors How to Rescue a Sale that is Lost Help Sales Reps Focus on Benefits Using the "So What?' Test Seven Steps to Better Closing Skills 10 Ways to Improve Your Demonstrations What Kind of Training Do Your People Need? Coaching and Motivating Your Sales Force 10 Ways You (and Your Salespeople) Can Work Smarter Coaching Your People to Be Their Best How and When to Coach How to Manage "Stars' and "Gorillas' To Succeed as a Manager, Focus on Development The Art of Motivating Between Commission Checks 20 Reinforcement Ideas How to Fuel a High-Performance Sales Force How to Turn Around Poor Performers Developing a Formal Improvement Plan Terminating Employees: The Legal Pitfalls How to Conduct a Results-Oriented Performance Appraisal Keeping Your Top Performers How to Reduce Turnover How to Retain Low-Loyalty High Performers The Case Against One-Person Branch Offices Keep Your Best Reps by Letting Them Sell More Sales Manager Self-Test: Are You in Danger of Losing Your Best Salespeople? Avoid Overloading Your Sales Staff How to Design a Winning Sales Compensation Plan and Set Realistic Quotas Understand the Elements of a Good Sales Comp Plan Gather the Necessary Data Set Plan Objectives Decide Whom to Pay and How Much Set Realistic Sales Quotas Establish Base Salaries Set Sales Commissions Reconsider Draws, Salary Supplements, and Hiring Bonuses Refine Your Compensation Strategies: Incentive Pay Plans Don't Forget Other Sales Incentives Review Your Comp Plan: Is It Workable? How to Accurately Forecast Sales How to Improve Your Sales Forecasts Use a "Closed-Loop' Lead-Management System to Improve Productivity and Forecasting Sales Forecasting in a Competitive Environment Setting Your Strategy: Practical Sales Planning Sales and Marketing Planning: Your Road Map to Success To Improve Sales, Continually Refine Your Target Market Implementing a Strategic Marketing Plan Strategic Planning Worksheet: Evaluate Your Current Position Strategic Planning Worksheet: Examine Your Market Strategic Planning Worksheet: Define Your Objectives Strategic Planning Worksheet: Determine Your Competitive Advantage Monitoring Sales Effectiveness How to Use Customer Satisfaction Surveys to Improve Sales Results Analyzing Won and Lost Accounts Responding to Problems and Complaints Conducting a Post-Sale Audit Boost Sales Power with Telemarketing Telemarketing and Telesales: The Competitive Edge Selecting and Training Telephone Service Reps (TSRs) Battling Telemarketer Burnout Tips for Effective Telephone Sales The 7 Deadly Sins of Telesales How Marketing Programs Support Telesales Helping Your Telemarketing Reps (TMRs) Manage Their Workload What You Can Do to Motivate Your Telemarketing Team Moving On What You Can Do to Get Promoted To Find the Best Sales Managers, Look Beyond Sales Index About The Provider: Greene Training International (GTI) is a publishing firm offering specialized sales management materials. With thousands of customers, GTI is one of the largest publishers focusing solely on the sales management marketplace. GTI's training materials provide you with new ideas on preparing reliable sales forecasts, updating your compensation plan, and retaining and motivating your top performers, just to name a few. Join the thousands of small, medium, and large companies that have vastly improved their sales function by implementing the techniques found in our training materials. Price: $299.00 More Info: Contact Us For More Information To order this product by check/invoice or credit card, enter desired quantity here >>> Qty:

Keywords For This Course:
sales manager training