Cracking The Sales Management Code Workshop

Based on our groundbreaking research revealed in the new McGraw-Hill book Cracking the Sales Management Code, this 2-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 training has totally changed the way we manage our business.”
Sales Manager, $5 billion manufacturer

“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

VIEW VIDEO TESTIMONIALS FOR THIS WORKSHOP!

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

When to Attend

  • Tuesday & Wednesday, 8:00 am – 5:00 pm

    • Investment

  • $2,895
  • This workshop AND optional third day Strategic Pipeline Management
    $3,495
  • Breakfast, lunch, and snacks provided each day
  • Group networking event on Tuesday evening
  • Discounted Vantage Point Performance hotel rate available



Request More Info

Session facilitated by
Michelle Vazzana
co-author of the book Cracking the Sales Management Code


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