Executive War College · The“DotGame” Dots$awarded$for:$ $$Comments$(posiKve$or$negave)$...

Essen%al Sales Management Strategies

Executive War College!Conference On Laboratory & Pathology Management!

(c) 2014 Sandler Training

Agenda

8:00 – 9:45 Session # 1 Buyer/Seller Dance

9:45 – 10:00 Break # 1

10:00 – 11:45 Session # 2 Coaching

11:45 – 12:30 Lunch

12:30 – 2:00 Session #3 Recrui%ng

2:00 – 2:15 Break # 2

2:15 – 3:45 Session # 4 Supervising

3:45 – 3:55 Wrap up/Adjourn


The “Dot Game”

Dots awarded for: Comments (posiKve or negaKve)

ContribuKons

Timely Answers


Today’s Facilitator: Karl Scheible Market Sense, Inc.

•  President/CEO 20 years •  Selling for 42 years •  Sandler franchisee for the last 10 years

•  Top 5 franchise worldwide •  25+ “AusKn Fast 50” Winners •  7 INC 500 winners


Opening Exercise


The Buyer / Seller Dance


Lessons Learned


How Do You DifferenKate?


Wimp Junc%on


Sandler Difference: BAT Triangle

11 (c) 2010 Market Sense, Inc and Sandler

Training

Attitudes/Beliefs

Behaviors Techniques

Lessons Learned


Break Time!


#1 Management Competency: Coaching


Coaching

Movie credit: Sony Pictures

Coaching

How much Kme should you spend coaching?

Lessons Learned


Iden%ty Role Theory

© 2014 Sandler Training

Iden%ty Role Theory

Movie credit: Maysles Films

Asking Ques%ons

Lessons Learned


# 2 Management Competency: Recrui%ng

Movie credit: Walt Disney Pictures

The Cost of a Bad Hire


Lessons Learned


Break Time!

# 3 Management Competency: Supervising

Movie credit: TwenKeth Century Film Fox CorporaKon

Supervising

Lessons Learned


Executive War College · The“DotGame” Dots$awarded$for:$ $$Comments$(posiKve$or$negave)$...

Documents

Transcript of Executive War College · The“DotGame” Dots$awarded$for:$ $$Comments$(posiKve$or$negave)$...