Brian Tracy's Superior Sales Management - Part 1
The Pivotal Skill In Sales Management
The success of a company is based on many things, but there is no more important job than the job of sales manager. It is the pivotal position in any company; the make or break position. Management is not an exact science; there is not an absolute way to do things that will assure success, but there are several time-tested skills and traits common to most successful sales managers. Your job is to take this information and apply it to your work environment. Course objectives: The five key differences between selling and sales management; The seven roles of a sales manager; The differences in selling today versus yesterday; and Three key principles to reaching the top.
Faculty: Brian Tracy
Length: 19:29
Course Highlights:
• The Pivotal Skill In Sales Management
• The Seven Key Roles Of A Sales Manager
• The Seven Key Differences in Selling Today
• Three Key Principles to Reaching the Top
Managing and Leading
Your job as a sales manager is to extract extraordinary results from ordinary people. You must be a manager and a leader. To be effective, your image of yourself must be that of a manager, not a super salesperson. You now have new skills to learn or reinforce. The tools you use to define success are different. This course will address critical success factors and core competencies required to be a leading sales manager. By the end of this course, you will learn: Key changes to make in your self-image; Seven management tools; Key management tasks; and Three requirements to fulfilling promise and potential.
Faculty: Brian Tracy
Length: 16:25
Course Highlights:
• Key Changes to Make in Your Self-Image
• Seven Management Tools
• Key Management Tasks
• Three Requirements for Fulfilling Promise
• and Potential
Planning For Success
The primary job of the sales manager is to plan what must be done. A well-structured plan enables you to get the job done through others. It enables you to get results in an organized and predictable fashion. Your ability to plan your work, work your plan, and get your people to follow your plan like a well-conducted orchestra is essential to superior sales management. By the end of this course, you will learn: Three steps to planning; Four ways to project sales; How to analyze your market; and Eight keys to planning sales success.
Faculty: Brian Tracy
Length: 15:25
Course Highlights:
• Planning For Success
• Four Ways to Project Sales
• Analyze Your Market
• Keys In Planning
• Accuracy
The Sales Plan
Sales quotas are one of your largest responsibilities. They are the standards by which you and your people will be evaluated. They can motivate your people to reach for higher goals and performance or they can demoralize individuals. Improperly handled, assigning of sales quotas can be the source of problems, frustrations and wasted energy. Properly handled, sales quotas can mean superior achievement and highly-motivated salespeople. By the end of this course, you will learn: Four measures of ROTI; Five methods for setting sales targets; What to consider when developing sales plans; and How to measure sales performance.
Faculty: Brian Tracy
Length: 16:09
Course Highlights:
• Return on Time Invested
• Setting Sales Targets
• Individual Sales Plans
• Individual Sales Performance
• Your Main Job
Recruiting Salespeople
One of the most important things you do is staffing. A critical talent is the ability to recruit, hire and build a team of effective, competent people. The best sales managers have the best staffs. The best staffs are a reflection of quality recruiting skills. Remember, you are working and accomplishing tasks through others. The quality of those others will have a direct bearing on the quality of work you produce and the opinion others have of you. By the end of this course, you will learn: How to use zero-based thinking; To build the profile of the ideal sales candidate; How to build an appropriate job description; and Some excellent sources of sales recruits.
Faculty: Brian Tracy
Length: 16:13
Course Highlights:
• Recruiting Salespeople
• Zero-Based Thinking
• An Object Profile of the Salesperson You Want
• The Job Description
• Sources of Sales Recruits
Interviewing and Selection
The salespeople you manage, more than anything else, determine the level of success you will attain as a sales manager. In this course, we will focus on selecting the best candidates from your recruitment pool. Your ability to prepare for the interview process and having a clear picture in your mind's eye of the kind of person you want and need are essential. This course will help you with both clarity and preparation. By the end of this course, you will learn: The law of three in interviewing; The qualities to look for; The SWAN formula for hiring; Seven interview skills; and How to check references.
Faculty: Brian Tracy
Length: 21:00
Course Highlights:
• Three Key Points
• The Law of Three
• Qualities to Look For
• SWAN
• Seven Interviewing Skills
• Checking References
• Making the Final Decision to Hire
Communicating For Results
There are many skills and activities required to be a successful sales manager. Most, if not all, of the skills and the effectiveness of the activities depend on one thing, communication. The quality of sales representatives; sales manager relationships can be derailed or accelerated and solidified by the quality of communication. The lessons learned in this course will not only impact sales team relationships, but can be your cornerstone for effective customer and management team interaction. By the end of this course, you will learn: Keys to communicating effectively; The importance of preparation; That timing is critical; How clarity can set the tone; How to listen better; and about tone of voice.
Faculty: Brian Tracy
Length: 19:17
Course Highlights:
• Communicating For Results
• Preparation
• Forms of Noise - "Static"
• Clarity
• Mental Digestion
Motivating Salespeople
One of the hardest jobs in the world today is motivating salespeople - motivating them to continuous improvement; motivating them to excellence. The core of the motivation challenge is individual self-esteem. Making people feel like winners; making them feel that their contribution is important and appreciated is the job of the sales manager. By the end of this course, you will learn: How the interactive model of effectiveness works; The major problems faced by salespeople; The keys to motivation; Interactive skills that boost self-esteem; and Job requirement for maximum motivation.
Faculty: Brian Tracy
Length: 19:59
Course Highlights:
• Motivating Salespeople
• The Key to Motivation
• Performance = Motivation x Ability
• Five Interactive Skills That Build Self-Esteem
Effective Delegation
Management has been defined as "getting results through others," and that requires effective delegation of tasks, duties and responsibilities to your staff. Your ability to delegate is crucial to your advancement and to your success in business. Delegation enables you to expand your work from what you can do, to what you can control or manage. Delegation enables you to increase the quality and quantity of your results. Your results will, more than any other single factor, determine your remuneration, your position and your level of personal satisfaction in your work. By the end of this course, you will learn: What delegation enables you to do; Five forms of management; Three delegation methods; Seven key steps to delegation; Methods of delegation; and Rules of delegation.
Faculty: Brian Tracy
Length: 18:23
Course Highlights:
• Effective Delegation
• Five Forms of Management Tools
• Rules to Delegation
• Seven Key Steps
• Methods of Delegation
Strategy and Positioning
Sales is not an easy profession. The skill and attitude requirements demand an immense effort. Your job as a sales manager is to nurture those skills and maintain an environment conducive to the necessary attitude. In addition, you must help your people strategize and position themselves and the company. A significant part of that effort is helping them expand their knowledge base - company knowledge, competitive knowledge and marketplace knowledge. By the end of this course, you will learn: Requirements for high morale; Five key knowledge areas; and How to do a competitive analysis.
Faculty: Brian Tracy
Length: 18:44
Course Highlights:
• High Morale and Ownership
• Five Key Knowledge Areas
• The Business of the Salesperson
• The Resources Available to Salespeople
• Seven Keys to High Levels of Morale and Ownership
Sales Training
"If you keep doing what you're doing, you'll keep getting what you're getting." This is an insightful quote, but the real world of business paints an even darker picture. You'll only keep getting what you're currently getting if the competition doesn't improve. We all know that isn't the case; the competition will improve. Training is the way you keep up with and outpace the competition. The quality of your sales team is a key source of competitive advantage. It may be the only sustainable competitive advantage you have. You must grow your people. Training is the way you grow your people. At the end of this course, you will learn: The different types of training; The levels of training; and Sales training design - the basic model.
Faculty: Brian Tracy
Length: 15:47
Course Highlights:
• Professional Sales Training
• SalesTraining Design
• Company Sales Meeting
• Four Key Ideas
The Winning Team
We have discussed the importance of staffing; the selection and development of quality individuals. We will now focus on bringing those individuals together as a cohesive team. You cannot do it yourself; you must work through others. The impact these others have in accomplishing your goals can be enhanced through the power of synergism. By the end of this course, you will learn: Six key qualities of a winning team; The basic needs of team members; The H.P. model of effectiveness; How to motivate a team; and How to build a team culture.
Faculty: Brian Tracy
Length: 16:10
Course Highlights:
• Qualities of a Winning Team
• Team Building
• The H.P. Model of Effectiveness
• Team Motivation
• Encourage Team Activities
• Team Culture |