The Heavy Hitter sales management workshop is an interactive learning session specifically designed for senior sales managers. Although novice sales managers will benefit greatly by attending, the workshop goals are to reinvigorate established sales leaders with new concepts of human behavior and synchronize sales management’s role in driving account strategy to the field.
Steve Martin serves as leader, educator, and facilitator for this full-day workshop. Each workshop includes extensive individual and group exercises along with brainstorming on your toughest sales obstacles and day-to-day management challenges. The morning session focuses on sales leadership (managing “down” to the team) and the afternoon session is spent refining sales strategy (managing “out” to the customer).
Sales Management 401 (Morning Session)
- The Life of a Sales Manager: Managing Up, Down, and Out
- The Power of Sales Intuition
- Understanding Your Personality
- Your Sales Management Style
- Assessing and Working with the Selling Styles of your Team
- Hiring the “Right” Salespeople
- Advanced Communication Skills
- Incentive Compensation as a Motivator (Comp plan review optional)
- Challenges and Obstacles Brainstorming
Mentoring Your Team (Afternoon Session)
- Sales Warfare Strategies
- Creating the Grand Strategy to Win Complex Accounts
- Understanding How the Objective is Organized to Buy
- Coaching Reps on Sales Tactics
- Assessing Intelligence and Accurate Information
- The Psychology of Selling to the C-Level
- The Manager’s Role in the C-Level Sales Cycle
- Structuring the Customer Meeting and Presentation
- Sales Negotiation Strategies and Tips
Prior to the workshop, attendees receive copies of Steve Martin’s books along with a suggested reading list. The reading is easy, enjoyable, and intended to help participants prepare for a productive meeting (without being overwhelming). A typical reading list is below.
Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade customers to Buy
Chapter 8: Your Two Most Important Customers: Your Manager and You
Chapter 3: How People are Wired
Heavy Hitter Sales Wisdom: Proven Sales Warfare Strategies, Secrets of Persuasion, and Common-Sense Tips for Success.
Chapter 1: The Grand Strategy of War
Chapter 2: Battlefield Tactics
The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team
Chapter 2: Lessons in Leadership
Chapter 3: Reaching the Summit
For further information and to check availability, please visit our contact page. |
