|
Productive Sales Management ... The Secrets of Motivating, Managing and Mentoring Productive Sales People
Benefits to You:
Learn the secrets of Managing, Motivating, Leading and Inspiring your sales people to meet or beat any target you want to set.
You will Learn:
- 100s of ideas on motivation
- If you want to remain real-time or switch to virtual teams
- Why old methods aren't working and what we need to do NOW
- How to turn around poor performers
- How to train sales people to conquer their number one problem
- Dozens of ways to train your people better, faster and more effectively
- How to conduct sales meetings that sizzle
- How to double their productivity and triple their effectiveness
General Sales Management Topics:
- The changing role of today’s sales manager and generation NEXT sales people
- The 2 things you can change in a sales person
- Getting on PARR with behaviour
- The number one problem for sales people and how to overcome it (and it is NOT how to handle objections, close sales or prospecting)
- Why you need to start with a quest
- Better recruiting and hiring practices
- Focusing on individual strengths is CRITICAL
- 5 steps of goal attainment with your team
- Measurement and 5 key areas to measure (calls to contacts, contacts to appointments, appointments to sales, sales to repeat sales, appointments to referrals)
- The need for visual progress
- Getting new sales people started right with right habits, monthly performance appraisals, daily meetings, buddy system and joint calling
- Putting sales pros in the 'driver's seat' and why answering questions is the death of learning
- Getting veterans sales people to produce more
- Do not ignore your middle performers! How to get them to sell 20% more immediately!
- Isolate your 'bad apples'
- If all have the same problem with your entire sales force, how to solve that problem
- Contest: mistakes and successes and how to ensure your next contest really motivates and produces huge sales results.
The Sales Manager as Trainer:
- 25 Training tips, tools and techniques
- How to make weekly meetings fun, educational and profit producing
- The Essential Steps to customizing training to your team
- Joint calling and training new sales people
- Putting your new reps in the driver's seat or fail with them
- Training experienced people
The Sales Manager as Team Leader:
- Sales Teams VS. Individual Sales People
- Why most sales teams fail
- 7 Important Processes to make a sales team succeed
The Sales Manager as Motivator:
- Neural Linguistic Programming (NLP) and Sales Management
- Key Cognitive / Behavioral Methods of Motivation
- 3 Ways to motivate "old" or "veteran" staff
- 7 techniques for motivating teams
- 9 ways to motivate individuals
- 5 Essentials of contests
- Variable VS. Fixed Rewards as motivators... one works and the other doesn't
Virtual Sales Team Management:
- Why sales teams in the new millennium are going virtual and gaining a 20% - 30% increase in sales
- Saving fortunes with virtual teams
- Why most FAIL... and why other suceed
- The secrets behind making them work
Who Motivates the Motivator... Who Trains the Trainer?
• How to keep yourself charged up and why it's essential to your sales team's success
Workshop Leader:
Michael A. Podolinsky CSP is a Passionate Sales Professional. For 30 years he has helped sales people SELL more and his clients prosper and grow effective sales teams. His specialized knowledge is sought out on 6 continents in 33 countries. More than 11 million people worldwide have benefited from is inspiring message!
Having addressed over 3600 audiences for organizations like the Maybank, Citibank, Prudential (40 times), AIA, Great Eastern life (14 times), Sheraton / Hyatt / Shangri-La / Holiday Inn / Westin Hotels and Resorts, Fraser Serviced Residences, CISCO Systems, Seagate, KOMAG, Caterpillar Asia, 3M (36 times), IBM (on 3 continents), Centron, Singapore Airlines, Bax Global, Tyco, Honeywell, CISCO Security and the Prime Ministers Office of Singapore. Michael commands the experience to get the message across.
As a former advertising account executive, award winning sales rep for the world's largest printer, he is an experience sales pro. He also sold for America's largest telephone interconnect company so in sales, he speaks from experience. As an entrepreneur on straight commission for 30 years, he walks what he talks.
Michael is the Pearson / Prentice Hall author of 12 books including ‘Marketing Masters’, ‘Mining For Gold™’ and 10 other works, including: Go For Your Goals!, Winning At Work, Smart Leadership, E-mail and Voicemail Tools, From Stress To Success, The Great Persuaders and The Great Communicators as well and produced a 44 minute motivational video called "Montai Magic... The Professional's Secret Weapon!" and over 500 journal articles for Successful Selling magazine, Life Insurance Selling, Today's Manager, Meetings & Conventions magazine, Training Magazine and a host of others.
|
|
My New Book...
My new McGraw Hill book, "Productivity: Winning In Life" shares how every individual can become as productive as possible, achieve their goals, lower stress levels and get home on time.
Click Here for Details
|
