Cracking the Sales Management Code
Based on the groundbreaking research revealed in the Amazon.com best-seller Cracking the Sales Management Code, this 2-day workshop introduces innovative sales management best practices that have been implemented by thousands of sales managers globally. This new public version of the workshop has been specifically designed for small and medium sized businesses.
During this interactive working session, you will be exposed to the latest sales management frameworks and learn how to integrate them into your own sales management system. You will leave with an action plan to improve your management strategies, processes, skills, tools, and metrics to drive greater sales rep productivity.
Who Should Attend
- Sales VPs, Directors, and Managers
- Training and Development Professionals
- Sales Operations
What You Will Receive
- A signed copy of Cracking the Sales Management Code (McGraw-Hill 2012)
- Insights into the latest sales management frameworks and tools
- Actionable insights you can use immediately with your team
What You Will Learn
The evolving role of the front-line sales manager and sales leader
- Why and how to develop sales managers into a competitive advantage in the 21st century
- How conventional management strategies actually hinder sales performance
The management ‘rhythm’ that defines a manager’s world
- Which management rhythm is right for you
- Which meetings and activities create the greatest leverage
How to manage different sales processes
- Which 5 critical sales processes we uncovered in our research
- How to choose the best processes for your particular team
- How to expertly coach different types of sales roles (territory rep, account manager, inside sales, etc.)
Which sales tools are the best fit for your team
- Which best practice tools truly enable better selling
- The role of CRM in elevating sales performance
How to select the sales metrics that make a difference
- The 3 types of sales metrics world-class companies collect
- Which metrics you can manage and which you can’t
- How to choose the few key measures that will focus your team
How to use sales metrics to influence rep performance
- How metrics help link activities to results
- How performance metrics influence sales force behaviors
- How to use metrics to improve the impact of coaching
Additional Support
An optional XCG Quick Start package (Customization of CSMC for your organization, 3 Months of Coaching the Coach support, etc.) is available for all attendees at an additional fee. Please contact XCG – Steve Cadley 770-569-5553 – This email address is being protected from spambots. You need JavaScript enabled to view it.
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Where to Attend
- Leadership Strategies (Training Facility)
211 Perimeter Center Parkway Northeast
Atlanta , Georgia 30346
United States
(770) 454-1440
When to Attend
- October 27-28
Investment
- $2,895
- Breakfast, lunch, and snacks provided each day
- Group networking event on evening of first day
Recommended Hotels:
Le Méridien Atlanta Perimeter111 Perimeter Center West
Atlanta, Georgia 30346
(770) 396-6800
- 0.8 miles from Leadership Strategies
- Walking distance
- Complimentary shuttle
- Complimentary wireless internet
1005 Crestline Pkwy
Atlanta, GA 30328
(770) 730-9300
- 2.0 miles from Leadership Strategies
- Complimentary shuttle
- Complimentary wireless internet
- Complimentary hot breakfast
4355 Ashford Dunwoody Road
Atlanta, Georgia 30346
(770) 395-7700
- 0.86 miles from Leadership Strategies
- Complimentary shuttle
7 Concourse Parkway
Atlanta, Georgia 30328
(770) 395-3900
- 2.09 miles from Leadership Strategies
- Complimentary shuttle
6250 Peachtree Dunwoody Road
Atlanta, Georgia 30328
(770) 393-1000
- 1.6 miles from Leadership Strategies
- Complimentary shuttle
- Complimentary wireless internet
1145 Hammond Drive
Atlanta, GA 30328
(770) 350-0000
- 2.2 miles from Leadership Strategies
- Complimentary shuttle
- Complimentary onsite parking
- Complimentary wireless internet
- Complimentary breakfast
