Brian Tracy's Superior Sales Management - Part 2
Territory Management
Salespeople are not interchangeable. The skills and talents one individual has used to achieve success in one type of territory may not serve as well in another. Your job as a sales manager is to put the right people in the right place. This may mean reorganizing territories and reassigning individuals. By the end of this course, you will learn: The two generic types of territories; About different types of calls; How to do a territory analysis; How to maximize territory coverage; How to design a call reporting system; and Seven keys to territory management.
Faculty: Brian Tracy
Length: 17:41
Course Highlights:
• Territory Management
• Territory Analysis
• Territory Coverage
• Call Reporting
• Seven Keys to Territory Management
Sales Supervision
This course focuses on the importance of field supervision and it's many benefits. You can not function as a sales manager without dedicating a good portion of your time to field supervision. Field supervision allows you to feel the pulse of the business. It's how you get closer to the salespeople and your customers. It's how you function as a role model to your salespeople and how you become a company representative to your customers. It's an important way to inspect what you expect. By the end of this course, you will learn: Requirements for direct supervision; Advantages of field supervision; The process of sales supervision; Procedures for sales calls; and Key roles of sales supervision.
Faculty: Brian Tracy
Length: 25:46
Course Highlights:
• Management by Teaching
• Four Requirements for Direct Supervision
• Advantages of Field Supervision
• The Process of Sales Supervision
• Procedures for Sales Calls
• Five Key Roles of Sales Supervision
Skills Coaching
In today's market, it is difficult to find and keep a product-oriented competitive advantage. Today many salespeople and companies are selling a commodity. Your people can be the company's sustained competitive advantage. For this to happen, you must be able to coach them to excellence. You must identify areas of development and ensure that the individual is coached to acceptable levels of performance. By the end of this course, you will learn: When to coach; How to coach; The steps of superior coaching; What problems to avoid or overcome; and The rewards and pay-offs of effective skills coaching.
Faculty: Brian Tracy
Length: 18:07
Course Highlights:
• Skills Coaching
• Steps To Coaching Sales Skills
• Problems To Overcome In Skills Coaching
• Skills Coaching Pay-offs
Key Accounts
The much used 80/20 rule tells us that as much as 80% of a company's revenues can come from as little as 20% of its clients. One of your responsibilities as a sales manager is to strategize with your salespeople in regard to those clients. You must have a plan to develop, penetrate and keep key accounts. This course will focus on your role in planning and strategizing. In major account selling, it's the quality of strategy as well as the quality of the call that counts. By the end of this course, you will learn: The difference between key accounts and smaller accounts; Rules with regard to strategy; Ideas in key account planning; and The advantages of strategic coaching.
Faculty: Brian Tracy
Length: 14:12
Course Highlights:
• Key Accounts and Smaller Accounts
• Rules With Regard to Strategy
• What Accounts? Five Basic Rules
• Nine Basic Ideas
• Advantages of Strategy Coaching
Communication Channels
Many challenges in your life, both personal and business, result from poor communication and misunderstandings. By making the extra effort to supply and clarify, you can eliminate hours of unnecessary problem-solving. You must communicate in different directions and in different ways. This course focuses on the many forms of communication common to sales management. By the end of this course, you will learn: Three critical communication tools; Three types of communication for success; Facts about call reports, customer analysis and expense reports; and How to effectively use the phone.
Faculty: Brian Tracy
Length: 15:46
Course Highlights:
• Three Critical Communication Tools
• Types of Communication
• Reports, Analysis, and Statements
• Telephones and Other Communication Channnels
Sales Meetings
As a manager, one quarter or more of your career will be spent in meetings. The purpose of this program is to show you how to manage and participate in meetings more effectively so that you get the maximum return on time invested in meeting with other people. As a manager, the way you conduct a meeting and the way you perform in a meeting is a major factor in your career success. By the end of this course, you will learn: Reasons for holding sales meetings; Six parts to planning sales meetings; The structure of sales meetings; and Ideas on holding better sales meetings.
Faculty: Brian Tracy
Length: 18:45
Course Highlights:
• Reasons For Sales Meetings
• Planning
• Types of Sales Meetings
• Structure
• Holding Better Sales Meetings
The Problem Salesperson
A key executive talent is the ability to recruit, hire, and build a team of effective, competent people. Problem salespeople can sometimes, not only negatively impact their territory contribution, but the contribution of other team members as well. Because individual human beings are so complex, even the very best hiring skills will give you a success rate of only 66 percent. You must be willing to deal with the 33 percent that don't work out. By the end of this course, you will learn: The three types of problem salespeople; How to save problem salespeople; and The process of firing.
Faculty: Brian Tracy
Length: 19:08
Course Highlights:
• Types of Problem Salespeople
• Why Do We Use Performance Appraisals?
• Saving the Problem Salesperson
• Firing
• The Process of Firing
High-Performance Management
The job of sales manager is not only a pivotal job in most companies, it is also a stressful job. It requires high energy levels and clear thinking to achieve at high levels. Your personal habits, eating and rest, for example, can have a significant impact on your job performance. In addition, your ability to deal with pressure from above, below and outside is critical to job satisfaction and performance. By the end of this course, you will learn: Keys to high-performance through better health; Seven major causes of stressful responses; and Antidotes to stress.
Faculty: Brian Tracy
Length: 16:39
Course Highlights:
• High-Performance Management
• Low Stress = High Performance
• Seven Major Causes of Stressful Responses
• Antidotes to Stress
Time Management Skills
Time is the one indispensable, irreplaceable resource of accomplishment. We all have an equal amount of time. It has been said that the truly successful in our society are separated from others because they have elected to use their time differently. Time- management is really life-management. The pay-off for becoming an excellent time-manager is high. One of the most important rules for success is simply to "form good habits and make them your masters." By the end of this course, you will learn: The importance of planning; Seven time-wasters to eliminate; How to be pro-active; and Seven keys to increased productivity.
Faculty: Brian Tracy
Length: 20:04
Course Highlights:
• Clear Goals & Objectives
• Seven Time-Wasters to Eliminate
• Think Before Acting - Be Pro-Active
• Concentration & Single Handling
• Seven Keys to Increasing Productivity
Leading The Action
As a sales manager, you must stimulate emotions. A simple but easy way to distinguish leadership from management is to measure emotions. Are your people excited and are they striving to achieve something great? Leadership is the critical difference. To get extraordinary results from ordinary people requires leadership - "the ability to get followers." You must break new ground, chart new seas, and be a role model for innovation and success. By the end of this course, you will learn: Facts to incorporate regarding to people; Seven key qualities of sales leadership; and Principles of sales management.
Faculty: Brian Tracy
Length: 18:07
Course Highlights:
• Seven Facts to Incorporate Regarding People
• Seven Key Qualities of Sales Leadership
• Eight Principles of Strategy in Sales Management
• Three Keys
Pushing To The Front
Why are some people more successful in their careers than others? Why do some people grow and flourish, get promoted, move ahead rapidly and enjoy greater satisfaction in their lives and work? After many years of research and study, we finally have the answers to these questions. The starting point lies in our own thinking, our expectations of ourselves. You have the capacity of greatness in you. You, with desire and effort, can develop the "winning edges", the small marginal differences in competence that translate into enormous differences in results. By the end of this course, you will learn: Four mental laws; Seven ways to control your thinking; and How to participate in life-long learning.
Faculty: Brian Tracy
Length: 20:56
Course Highlights:
• Pushing to the Front
• Seven Ways to Control Your Thinking
• Your Resources
• Life-Long Learning |