Understand the responsibilities of a sales manager including key sales manager duties and disciplines
Monday, April 9
5:00 – 7:00 pm Sales Management Academy and Early Summit Check In
Tuesday, April 10 Sales Management Academy
7:00 - 7:45 am Continental Breakfast and Academy Check In
8:00 - 8:30 am Academy Kick Off with Bill Eckstrom, President, EcSELL Institute
8:30 – 4:45 Academy Sessions
Winning The War on Sales Talent
How to keep your talent pool full of sales super stars. Learn the importance of adding science to the art of selection. Best practices around asking the right interview questions to identify super stars versus those who know how to interview well, even when their resumes both look great.
Turning Data Into Sales Behavior
How to define the KPI’s (Key Performance Indicators) for tracking productivity and how to effectively communicate the data to your sales producers. Best practices for managing activity metrics, customer metrics, pipeline data, and compliance will be shared.
Preparing Your Sales Reps for Peak Performance
How to conduct effective pre-call/post-call coaching sessions. This includes dos and don’ts for sales managers during a sales call. Learn best practices around recognition and reward programs that incent the right behavior.
Training - It Takes A Village To Become The Best
Sales skills training methods that ensure everyone understands how to use the most effective sales strategies. Best practices around frequency, format, and topics will be shared.
Setting the Vision With Your Sales Team
How to establish a systematic method for engaging and reviewing results with employees that generates growth and improves performance. Includes best practices on how to create agendas, which motivate and matter, for your 1:1s and weekly team meetings. Learn what to include and how to conduct performance reviews, account plans, and territory plans.
4:45 - 5:00 pm Wrap Up and Action Plans
