Complete Story
10/14/2024
035. How to Become a Stronger Coach and Leader of Your Sales Team (afternoon)
Instructor: Jim Pancero, CSP, CPAE
Level of Complexity: Intermediate/Advanced
1:30 PM - 4:00 PM
This information-intensive program will focus on the sales leadership skills required to successfully manage and motivate a sales team today. We will discuss and address how to motivate people, the difference between coaching and consulting as a manager, and how to conduct effective sales ride-with’s with your reps. There will also be plenty of time to answer your questions and concerns. A detailed program workbook/action guide will be provided.
This is the second half-day program - My first was on selling skills and this one is for leadership skills for a sales manager.
Learning Objectives:
- This program will cover the best practices of managing and leading a sales team including how to motivate your team, how to be more of a selling coach, and how to be more proactive and future focused as a sales leader.
- This program will also offer the best practices of conducting ride-with coaching calls with salespeople. This includes a detailed description of how to apply a 20 question ride-with evaluation to coach and guide a manager through improving their sales ride-with experience.
Bookstore
What's Your Plan? Smart Salesforce Compensation in Wholesale Distribution
Mike Marks and Mike Emerson
According to authors Mike Marks and Mike Emerson in their book, What’s Your Plan? Smart Salesforce Compensation in Wholesale Distribution, there is absolutely no relationship between your sales incentive plan and your likely gain or loss in market share.
