Secrets for Successful Sales Management - Sandler Training

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

David MattsonPresident & CEOSandler Training

@Dave_Mattsonwww.sandler.com

Today’s Speakers

Kristin TroneSr. Strategist

Momentum StrategyInsideSales.com

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

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

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

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

CREATE A SALES CULTURE BY CREATING A SALES TEMPLATE

Common process Publish it Manage to it Tie to CRM

POLL:Do you have a common language and

sales process across your team?

CREATE A PLAYBOOK FOR SUCCESS Identify the key situations in the

sales process Create scripts based upon the

situations Training and coaching the tool

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

POLL:How often do you pre-brief with your sales team and rehearse their calls?

• Daily• Weekly• Monthly• Quarterly• Never

CHANGE BEHAVIOR THROUGH DEBRIEFING

Valuable to the manager Good evaluation tool Sales funnel management

Learning tool Select important questions and

print them

POLL:How often do you debrief with

your sales team?• Daily• Weekly• Monthly• Quarterly• Never

CREATE PROSPECTING PLANS AND FILL THE PIPELINE

You need to feed the funnel Focus on active sources Culture of accountability

ATTRACTING AND HIRING GREAT PEOPLE

Determine your success profile Systematize the process

Success Profile

SEARCH Job Profile Interview

QuestionsAssessment

Hiring Onboarding

POLL:Do you track your time from start

date to profitability?

SKILLS

TECHNOLOGY

Momentum + System makes yourpeople more predictablePeople = Unpredictable Systems = More Predictable

SUCCESSFUL SALES = ART + SCIENCE

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

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

David MattsonPresident & CEOSandler Training

@Dave_Mattsonwww.sandler.com

Q & A

Kristin TroneSr. Strategist

Momentum StrategyInsideSales.com

https://www.linkedin.com/in/kristintrone