Secrets for Successful Sales Management - Sandler Training
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Transcript of Secrets for Successful Sales Management - Sandler Training
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Featuring Dave Mattson, CEO and President of Sandler
Trainingand
Kristin Trone, Sr. Business Strategist Momentum
Strategy at InsideSales.com
SECRETS FOR SUCCESSFUL SALES
MANAGEMENT
webinar
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David MattsonPresident & CEOSandler Training
@Dave_Mattsonwww.sandler.com
Today’s Speakers
Kristin TroneSr. Strategist
Momentum StrategyInsideSales.com
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HOW THIS WILL WORK
• This webinar will last about an hour• Type in your questions in the Q&A box as you think
of them• #ISDCwebinar• This is being recorded… I’ll tell you how to access
the recording at the end
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ABOUT ME• Tell us a fun fact• What your role is• Where you gained your
experience• What makes you an expert• Where people can find your
content
Kristin TroneSr. Strategist
Momentum StrategyInsideSales.com
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ABOUT ME• Tell us a fun fact• What your role is• Where you gained your
experience• What makes you an expert• Where people can find your
content
David MattsonPresident & CEOSandler Training
@Dave_Mattsonwww.sandler.com
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SANDLER – WHO WE ARE 265 Training Center, 31 Countries &
17 Languages Providing 475,000 hours of coaching and
training each year Experts in:
Leadership Sales Management Sales Customer Service
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CREATE A SALES CULTURE BY CREATING A SALES TEMPLATE
Common process Publish it Manage to it Tie to CRM
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POLL:Do you have a common language and
sales process across your team?
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CREATE A PLAYBOOK FOR SUCCESS Identify the key situations in the
sales process Create scripts based upon the
situations Training and coaching the tool
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MAKE YOUR SALES FORCE SELF-SUFFICIENT THROUGH REHEARSAL
People retain 90% of what they say and do
Makes the employee stronger and more effective
Steps to role play
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POLL:How often do you pre-brief with your sales team and rehearse their calls?
• Daily• Weekly• Monthly• Quarterly• Never
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CHANGE BEHAVIOR THROUGH DEBRIEFING
Valuable to the manager Good evaluation tool Sales funnel management
Learning tool Select important questions and
print them
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POLL:How often do you debrief with
your sales team?• Daily• Weekly• Monthly• Quarterly• Never
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CREATE PROSPECTING PLANS AND FILL THE PIPELINE
You need to feed the funnel Focus on active sources Culture of accountability
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ATTRACTING AND HIRING GREAT PEOPLE
Determine your success profile Systematize the process
Success Profile
SEARCH Job Profile Interview
QuestionsAssessment
Hiring Onboarding
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POLL:Do you track your time from start
date to profitability?
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SKILLS
TECHNOLOGY
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Momentum + System makes yourpeople more predictablePeople = Unpredictable Systems = More Predictable
SUCCESSFUL SALES = ART + SCIENCE
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TODAYS WEBINAR RECORDING• Today’s webinar will be on-demand in 30
minutes. Use the same link you used to enter today.
• Please share it with your colleagues• Free resources available
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Get a Free eBook “Why Sales People Fail,
And What You Can Do About It” www.sandler.com/wsf
Get a free Sandler TrainingSession with a local trainer:
www.sandler.com/freesession
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David MattsonPresident & CEOSandler Training
@Dave_Mattsonwww.sandler.com
Q & A
Kristin TroneSr. Strategist
Momentum StrategyInsideSales.com
https://www.linkedin.com/in/kristintrone