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Wendrickx & Partners - Sales Management & Coaching

Abstract

Sales Management and Coaching is a methodology and program that gives sales managers a proven way to drive significant productivity and effectiveness increases in the sales force. Organizations that have seen the greatest increase in sales as a result of implementing The Collaborative Sale have realized that the key is a management approach that leverages the sales process. The approach in this workshop is focused only on the things that drive revenue up, things related to the day-to-day execution of the sales process by the sales team. It is a mixture of modern analytical techniques of the business end of selling, and best practices in the field.

Objectives

Upon completion of this workshop participants will be able to:

  • Get an accurate status of opportunities based on pipeline milestones
  • Develop a tactical plan to help salespeople win opportunities
  • Identify specific selling problems (opportunity and skill) that hinder sales productivity
  • Apply focused coaching with actionable items
  • Apply a "management-by-exception" approach to increase management productivity
  • Anticipate and avoid quota attainment (shortfalls)
  • Increase forecast accuracy

Targeted participants and rationale

This offering is intended for manager of salespeople or sales teams with a well-defined sales process. Although Sales Management and Coaching complements the The Collaborative Sale methodology, it does not require it. A sales management process will strengthen the effectiveness of any sales methodology.

Business issues and potential benefits derived

  • Increase chances of winning opportunities in the pipeline
  • Increase sellers’ productivity and skills
  • Increase managers’ productivity of common sales management responsibilities
  • Build a more productive pipeline across the sales team
  • Increase forecast accuracy for the quarter and the year
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"It is not the strongest of the species that survives, nor the most intelligent that survives. It is the one that is the most adaptable to change."
Charles Darwin
Contact us

Wendrickx & Partners

Smederijstraat 2

4814 DB  BREDA
The Netherlands

+31 76 530 2323
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