Manager's Coaching for Strategic Selling® provides you with increased reporting capabilities and visibility into the pipelines of your sales professionals. It also comprises an ongoing management support process to reinforce, analyze, and provide feedback on sales force effectiveness to senior sales management
This program gives you the confidence to quickly assess Blue Sheets and Sales Funnels to coach your sales force toward greater productivity. The improved accuracy of assessing Single Sales Objectives and analyzing Sales Funnels will help pinpoint areas where your sales professionals should concentrate their efforts for greater efficiency. You will be able to identify discrepancies between where your sales force is and where they need to be to achieve results.
What You'll Learn
- How to establish a framework for common goals, a common language and a consistent sales process
- How to analyze the progress of Miller Heiman strategies and offer productivity-enhancing insights based on these evaluations
- How to create Lead Sales Funnel reviews that provide valuable insights and accurate forecasts
- How to identify areas where hands-on coaching will deliver the greatest returns
- How to help sales teams focus on what's relevant, and avoid false starts and dead ends
- How to document sales processes, so successes can be repeated