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© 2010 Sales Management Academy - CONFIDENTIAL Sales Management Academy Intro Presentation Build the Sales Organization that YOU always knew was POSSIBLE!
© 2010 Sales Management Academy - CONFIDENTIAL Is this Course Relevant For You and/or Your Sales Leader? Ask Yourself the Following Questions…
© 2010 Sales Management Academy - CONFIDENTIAL Does your sales team produce consistent results?
© 2010 Sales Management Academy - CONFIDENTIAL Are the monthly/quarterly sales forecasts accurate enough for you to make necessary business decisions?
© 2010 Sales Management Academy - CONFIDENTIAL Are you missing opportunities you know your company could capture with the right team?
© 2010 Sales Management Academy - CONFIDENTIAL When someone isn’t performing, do you hesitate to take them out of their (and your) misery?
© 2010 Sales Management Academy - CONFIDENTIAL Is your sales team capable of executing your strategies?
© 2010 Sales Management Academy - CONFIDENTIAL Bottom Line Making everything work well in sales is Really Hard … but it Can Be Done.
© 2010 Sales Management Academy - CONFIDENTIAL Who attends our program? Any one responsible for producing sales results with a team of 3+ people. –Most likely the Vice President of Sales, Director of Sales, or Sales Manager. –In some cases the Owner, General Manager, or Branch Manager.
© 2010 Sales Management Academy - CONFIDENTIAL When Is This For The Owner? When you are running the sales team. When you need to understand your Sales Leader’s Role. –Learn the language of your Sales Leader & Team. –Learn the challenges facing your key executive … the revenue generator. –Prepare to coach your Sales Leader.
© 2010 Sales Management Academy - CONFIDENTIAL What To Expect? Participation and completion of this program will give you and/or your Sales Leader the tools, techniques, and support needed to deliver a sales system that is: Visible – Everyone knows the Critical Success Factors, they are measured, and results published to all. Predictable – Focusing on front end indicators leading to sales success allows for more predictable results. In the end, you will know that X resources produce Y results. Scalable – Once a sales system is visible and predictable, its ability to scale is in reach.
© 2010 Sales Management Academy - CONFIDENTIAL How It Works? CEOsSMASeminar Action Learning Team Accountability Local Networking / Relationship Dev. Group Problem Solving Just-in-Time Consulting Spaced, Repetitive Learning Developed Curriculum Short Term Information Overload Limited Take-Aways Just Like CEO Training.
© 2010 Sales Management Academy - CONFIDENTIAL How We Teach Action Learning – monthly applications Team Accountability – monthly follow up on plans, actions, and commitments. Local Relationships, Knowledge, and Resources Group problem solving Just-in-Time consulting from peers and faculty Spaced, repetition learning = no overload or lost learning opportunity
© 2010 Sales Management Academy - CONFIDENTIAL How It Works 12 month / 12 module curriculum, taught once per month. Learning groups of 10 people. One-on-one training session between group training sessions.
© 2010 Sales Management Academy - CONFIDENTIAL Curriculum Topics and Themes Selecting Sales People Territory Management / Account Assignment On-Boarding New People Aligning Compensation Plans Debriefing Sales Conversations Sales Force Automation Time Management Accuracy in Forecasting Correcting Poor Performance Executive Role Training the Sales Person Holding Sales People Accountable Motivating Sales People Cultivating Sales Culture
© 2010 Sales Management Academy - CONFIDENTIAL Each Month Group Session – 4 hours – Central location Faculty teaches 30-60 minutes from 12 month curriculum Participants (you!) discuss topic areas as applied to your work You commit next action steps to the group related to the topic discussed Final hour the group and faculty give you feedback on how to eliminate your biggest challenge today
© 2010 Sales Management Academy - CONFIDENTIAL Individual Session (by phone or face-to-face) Review past commitments / progress Review topic area from the group session Instructor will action plan any commitments made by the participant (you!) in the group session Coaching on tactical issues Assignment for the next session given Each Month
© 2010 Sales Management Academy - CONFIDENTIAL Commitment and Cost 5 hours each month –4hr Group Session, in person –1hr Individual Session, in person or by phone $750 each month. Includes: -Monthly training content, for 12 months. -12 monthly Group Sessions. -12 monthly Individual Sessions.
© 2010 Sales Management Academy - CONFIDENTIAL Why Consider This Course? Today, your Sales Leader directly impacts millions $$ in revenue and expenses in Your Company. How much Profit/Revenue could your Sales Team add if they operated as you always knew possible? This program gives your sales leader the tools needed to make your vision a reality. Really, how much new business is needed for the time/money commitment pay off?
© 2010 Sales Management Academy - CONFIDENTIAL Stop the Press! What are your thoughts? How do you feel about this?
© 2010 Sales Management Academy - CONFIDENTIAL Faculty: Richard Certifications: –"Get clients now!"™ - Certified Facilitator –Insights® - Sales Effectiveness Program - Faculty Member (Trainer of Trainers) –Insights® - Sales Effectiveness Program - Accredited Practitioner –Insights® Discovery System – Accredited Practitioner –UnCommon Sense© Sales Upgrade Process - Certified Practitioner Other Training: –Need Satisfaction Selling (NSS), SPIN Selling, Solution Selling Lead over 100 peer advisory meetings with more than 40 CEO's. Performed over 700 one to one coaching sessions of CEO's and sales managers As an interim VP of Sales for medical products company with a sales team covering all 50 states in 5 regions, grew sales a record 21%. Hired and trained director of sales and sales manager to replace me. As an interim Director of Sales at $20M manufacturer, oversaw the replacement of 75% of existing sales force. Recruited and hired the current Director and assisted in building an entirely new sales process and culture resulting in best sales year in company's history. As a consultant to a HR services company, produced 100% increase in top line revenue with the existing 5 member sales team after a 6 month intervention. Successfully trained and transitioned high quality sales person into the sales manager role for a "50 Fastest Growing" company. Responsible for training over 500 sales professionals at companies like Astra Zeneca, J.M. Smuckers, Time Warner, and Myriad Genetic Laboratories as well as many privately held companies. Recruited and hired more than 50 top sales professionals Conducted successful training classes in the area of sales and sales management at the University of Texas Professional Development Center and Denver University (Daniels College of Business).
© 2010 Sales Management Academy - CONFIDENTIAL What Clients Have Said “Richard has an incredible grip on not only the concept but also the implementation aspect of sales and sales management. That grip is coupled with his intuitive insight into the temperaments and habits that are lived out in the day-to-day lives of sales people. Any company desiring to be called "a sales organization" will benefit from Richard’s abilities and desires.” Danny Smith, CEO, Alethes, LLC
© 2010 Sales Management Academy - CONFIDENTIAL What Clients Have Said “Richard is a great partner in the development of my Rock Star Sales Team here at BOXX Technologies. Richard's approach to sales training and development honors the customer and the sales person. He has a high degree of integrity and is always focused on results.” John Civatte, Director of Sales, BOXX Technologies
© 2010 Sales Management Academy - CONFIDENTIAL Experienced Executive Level Sales Leader, Turnaround Leader, and Sales Professional. As OEM Sales Manager, successfully started and developed relationships with Global 1000 Decision Makers to begin technology exchange. As Senior Vice President of Global Sales successfully integrated teams through 2 acquisitions and designed organization to survive recession. As Managing Director of European Division, grew revenue 119% in 3 years throughout Europe, Middle East, and Africa territories and saved Division from closure. As Production Support Manager took start up production support operations to successful ISO9001 in 12 months, supported successful bid of DOD LCS Program culminating in $250M in orders, and saved over $300k in direct acquisition costs during first year. As United States Marine Corps Officer, successfully led teams ranging in size from 3 to 300. Publically recommended and endorsed over 45 times for performance, training, and public speaking by customers and partners as well as former and current managers, peers, and staff. Honor Graduate, MBA, University of California, Irvine. Faculty: Scott
© 2010 Sales Management Academy - CONFIDENTIAL What Others Have Said “High energy and positive attitude combined with one of the keenest, sharpest minds I've had the privilege of working with in Scott Reese. Scott assesses situations from every conceivable angle before most people can get a pen out of their pocket. His rapid-fire, strategic, solution-oriented MO is only tempered by his consideration for all the players in a given situation. Scott makes very good things happen for people and companies, and quickly.” Helene Smith, CEO, HSPR, LLC
© 2010 Sales Management Academy - CONFIDENTIAL What Others Have Said “There is nothing you can ask Scott to do that he can not accomplish. His enthusiasm is contagious. His ability to clearly see a problem, develop a vision of a solution, convey that solution to his team and then work with his team to execute that solution is flawless.” Alan Lerchbacker, President, Mattman Global
© 2010 Sales Management Academy - CONFIDENTIAL Next Steps Next program will begin Mar 2010 – Austin, TX Click here – To registerClick here Talk further – contact Scott or Richard –Scott (251) 421-0928 | Richard (512) 420-9803 –Scott@SalesManagementAcademy.comScott@SalesManagementAcademy.com –Richard@SalesManagementAcademy.comRichard@SalesManagementAcademy.com
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