SteppUp Sales Leadership

SMaRT Sales Management Training

Event Description

Companies know the value of training their sales force, but many don’t realize the importance of developing their front-line sales managers. A sales representative can seamlessly transition from a position of selling to one of managing, despite the fact that there is a substantially different skill set between the two job functions. Training front-line managers not only produces a compelling return on investment, it’s also a critical element of sales success. One of the most valuable skills a sales manager can learn is how to manage a sales team and create strong relationships through effective sales coaching. When managers know how to coach, salespeople perform better and stay longer.

Sales managers need a set of defined skills that are different than salespeople. They are

  • Recruiting and selecting A players
  • Coaching style leadership skills vs. traditional skills
  • Sales performance management
  • Conflict management
  • Team building skills
  • Effective Observation skills
  • Leadership and Motivation
  • Good character and influence skills
  • Industry knowledge
  • Assessing and developing strengths and weaknesses

In this course titled Smart Sales Management, you will learn how to effectively use proven techniques and a coaching method to effectively improve sales performance.

Problems This Course Solves:

  1. Leadership refresher course to strengthen and align leadership beliefs
  2. Employees that are promoted into a sales leadership role and now work with their peers
  3. Improve hiring the right sales talent
  4. Improve poor sales team performance
  5. Reduces employee churn and improves retention
  6. Pain associated with poorly executed conversation around bad behavior
  7. Effective pipeline forecasting and management
  8. Employee caring less about corporate goals and objectives
  9. Leaders that want to get better results through employees

Learning Objectives

Part One

  • Discover the key components of building a high performing sales culture
  • Learn how to hire the right sales team
  • Understand key interview questions
  • Learn how to read a resume for effective sales hunters or farmers
  • Learn how to motivate and hiring using a predictive hiring tool
  • Understand how to build a candidate profile and job description
  • Learn to avoid key hiring mistakes
  • Understand the 3 key activities sales managers must do

Part Two

  • Understand the difference between traditional managing and a performance coach
  • Gain insight into communicating expectations
  • Discover the 3 types of ground rules
  • Learn how to establish expectations that get results
  • Discover how to create a targeted strategic training program
  • Learn how to coach expectations and effective feedback
  • Understand how to be positive and disciple at the same time

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Testimonials

“In 2012 when I was presented an opportunity to crossover into medical supply/equipment sales role, I began searching for a sales training course that would help ensure my success in this new role. I reached out to Stepp for his advice and he told me about course he already had designed entitled “2Meeting Close which is part of the Sales Meeting Mastery Course” that could provide critical key foundational elements for sales persons. It included information about prospecting, time management, conducting sales meetings, buyer styles, smart negotiation, as well as many other important items. Because I was committed to succeeding in this new role, I invested money out of my own pocket to begin this coursework immediately on my own time and it didn’t take very long to start seeing results. When I was hired for the role, they told me that no one in the 36-year history of the company had ever made quota in that territory. They also told me to expect it to take me at least 2 – 3 years to begin making the territory profitable.”

Marty Partida, Medical Sales Account Represenative

“Stepp’s hard-earned expertise is so simple yet so profound. Practice the art of countering objections, and a year from today everything ‘sales’ will change in your organization!”

Pamela Walters, executive vice president, the Devine Group, Inc.

 

Stepp has been a friend and a business partner for several years. Initially, Stepp did sales training for our Sales Professionals and Sales Managers at Cox. We achieved positive results and this lead to our further developing work with Sales Professional and Sales Manager profiling using DISC Tool and Devine Inventory Tools. We continue to use the tools and I know that we have saved money by being able to focus on development based upon the individual’s personal responses to questions within the tools. This has helped us put the "right people" in the "right seats" (hunting, farming, account management, consultative selling, major account management, etc.) on "The Sales Bus" We continue to work with Stepp and because we are getting substantially better productivity as a business partner.

Randy Chandler, VP Cox Communications

 

"I recently attended Stepp's "2 Meeting Close" seminar and was extremely Wowed with his presentation on how to sell and close deals. Stepp understands how difficult the selling process can be, however, he showed how truly easy closing deals can be."

Max Anderson, CEO, Flooring & Interiors Tyler

 

 

"Stepp Sydnor consults and trains sales managers how to hire and manage the best salespeople. I have worked with Stepp both as a client and as a consultant and would highly recommend him. He is knowledgeable in this field, his training and principles provide clarity and direction which has helped focus our time on the right things. I can say that Stepp's training and coaching does indeed get the turnaround and revenue increase, for which you paying for.”

Darryl Drenon, Regional Manager Cisco Systems

 

“In following Stepp’s 3Cs approach, we effectively addressed our workplace communication and sales problems...improved revenues from 10 million to 40 million. We indeed had a turnaround, thanks to his concise and doable tips for improved interaction.” 

Gulam Harji, Plant Manager, Hood Packaging, Tyler, TX

 

“Stepp’s top-producer approach helped us become the number one store out of 455 Sam’s Club stores nationwide!”

George Cunningham, Sam’s Club, Tyler, TX

 

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CONTACT

Stepp Up
PO Box 2201
Rockwall Texas 75087

903-374-3063