The Gulas Group provides proven and reliable assessments, coaching, training and development processes that provide significant and measurable improvements in performance and a solid path toward achieving your goals.
Clients seek us out to help them achieve their strategic goals; close sales quickly, resolve internal and external conflicts, reduce falling margins, and smooth communications.
DNA Selling Workshop for Sales Leaders
SALES MANAGEMENT ENVIRONMENT
WARNING: THIS SALES MANAGER WORKSHOP FOR SALES MANAGERE IS NOT THEORY. IT IS HANDS ON APPLICATION YOU WILL MODEL BEHAVIOR OF HIGH PERFORMANCE SALES COACHES. PHYSICAL TOOLS ON SALES COACHING, MOTIVATING, GROWING, PLUS ACCOUNTABILITY AND TRACKING MODELS, FORCASTING, RECRUITING AND IMPROVING PERFORMANCE WILL BE TAKEN HOME FROM THE TRAINING SESSION.
Who Should Attend This Program?
Business Owners, Sales Managers, VP's of Sales, Sales reps acting as their own sales manager, and support people with sales management responsibility who:
You Will Take Home From This Program:
Sales Cycle Boards for Harvesting Accounts
The single most important reason representatives fail to achieve targets is lack of activity. There are many steps involved in every sale. Daily activity reports do not always reflect where the sale is stalling, or why. This board is a visual tracking system that allows you to immediately evaluate progress and pipeline at a glance. The board never lies. Is there enough in the pipeline to meet targets? Where is the business coming from? Are proposals being sent out without knowing what the next step is? Why is the sale breaking down? More importantly what can we do to save it?
Who is on track? Who is number one in a variety of categories? The Score Board is a visual reality check of where we are at any given time during the quarter in regards to sales. It severs as positive peer pressure and gets the competitive juices going.
2. Playbook of Sales Strategies:
Set up your Critical Objectives For Success
Understand how building a strategic sales environment will win new accounts and keep the competition out of your current ones.
Setting a competitive sales strategy for competing for business not only streamlines your efforts, it helps you decide where, when and how to win business.
Strategy takes into account current market conditions, who is in control of the account, and who would win the account if the decision were made right now. Strategy puts you in the proper position to effectively use your sales tactics.
You will learn how to allocate your time strategically as opposed to tactically. Discover a way to leverage your time to get all the important high value work accomplished.
3. Training Exercises to Reinforce sales training:
In order to protect your sales training investment you must reinforce what your team is learning in sales training. During sales meetings and when you are in the field are great opportunities to practice-drill-rehearse the concepts. You will experience these exercises and master the ability to use them with your team.
The business of sales is about momentum. You either have it or you don't. When momentum is in your favor, you must resist the urge to relax or celebrate too early. If momentum is not in your favor you must double your efforts to regain it. These promotions can help in getting representatives back on track or keep them working when the economy is robust.
5. Real Play vs. Role Play Case study:
During training you will take on the role of existing representatives on your team. The trainer will model what tools you should use in your current situations. You experience real world approaches to your unique circumstances.
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