Cracking The Sales Management Code Workshop


    Based on our groundbreaking research revealed in the new McGraw-Hill book Cracking the Sales Management Code, this 3-day workshop introduces innovative sales management best practices that are currently being implemented by market-leading companies around the world. The program has been quickly deployed globally to an audience of 5,000+ sales managers in our Fortune 500 clients, and here’s what they said about this straight-forward, highly practical training program:

    “This is the best sales training we’ve ever done.”
    VP of Sales, Fortune 100 financial institution

    “This training has totally changed the way manage our business.”
    Sales Manager, $5 billion manufacturer

    “I’m so glad you did this. I’ve been looking for sales manager training, and this is the only thing out there with the right content.”
    VP of Sales, high-tech startup

    “This is really, really great. I’ve never seen anything like it.”
    Director of Training, Fortune 50 conglomerate

    “I feel like I now have the secret sauce. I didn’t realize how such small changes could have a great impact on my effectiveness as a manager.”
    Sales Manager, global manufacturer


    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.

What You Will Learn

    The evolving role of the sales manager
  • Why sales managers are 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

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

Who Should Attend

  • Sales VPs, Directors, and Managers
  • Training and Development Professionals
  • Sales Operations

Investment

  • $3,595


  • Breakfast, lunch, and snacks provided all three days
  • Group networking dinner on Tuesday evening
  • Discounted Vantage Point Performance hotel rate available


Regjster Now
NEW YORK
July 17-19
Marriott Marquis

SAN FRANCISCO
July 24-26
Westin SFO Airport

Request More Info



Session facilitated by
Michelle Vazzana and Jason Jordan
authors of the book






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