Why don't Sales Managers get their teams to produce more sales?
Where can a Sales Manager learn to be great in their role?
Does it take different skills to manage/coach than to sell?

Most Sales Management professionals lack specific tools and training to be highly effective in dealing with their sales teams. Many Sales Managers are promoted from within based on high achievement as a Salesperson. Others are Sales VPs, Branch Managers, or even company partners or owners who have many other responsibilities that take away from their effectiveness.

Kirkeby Resources recognizes the need for a unique, comprehensive Sales Management Certification program to provide those tools and techniques that are documented by our Sales Coaching clients to impact morale, communication, sales revenues, and bottom-line profitability in a most positive manner.

The program is based on a Sales Coaching model that recognizes the different challenges of each individual on the sales team. A 'one size fits all' approach to management and/or training fails to obtain the desired results. In addition, salespeople love to be “coached" and resist being “managed".

This workshop is two days, and addresses all aspects of a Sales Management professional's life. Subjects covered include:

Coaching Philosophy
Motivating Sales Teams
Psychology of Goal Setting
Priority Management
Organization
Consultative/Relationship Selling
Questioning for Motivation to Buy
Sales Process
Accountability
Pipeline Reports
Annual Sales Plan (for each salesperson)
Prospect Profiles
Behavior Modification and Attitude Adjustments

Weekly Coaching: The Sales Manager learns how to conduct highly productive and motivational one-on-one coaching sessions each week with each Salesperson, in addition to group meetings. Weekly Sales Coaching is comprised of three components:

• Inspection and discussion of Priority Management, Organization, and Goal Achievement

• Individual Improvement: Continual Learning based on each individual Salesperson's specific issues and challenges

• Prospect Strategy:  Discussion of top Prospects in Salesperson’s Pipeline, including six key Decision-Making factors, relationship building, competition, and solution(s) presented matching Prospects’ Motivation to Buy.

The Sales Management professional leaves the workshop with a framework and all the tools necessary to Motivate, Train, and Monitor their teams in a way that is appreciated by the team members. Post-workshop support is provided by Kirkeby Resources to ensure maximum ROI via ongoing implementation of the new skills, behaviors, and leadership/coaching style.

“I feel a great sense of loyalty to my company for investing their money into developing my skills with this program.”
— Ray Van Gelder, Sales Manager, Discount Office Furniture