Training Programs: Field Sales Management

Sales Manager II:
Managing and Leveraging Resources

Overview


This day-and-a-half program is designed to provide structure, tools and processes that enable sales managers to successfully build and manage their team. Participants are exposed to a variety of strategies to improve the recruiting process, to determine important qualities for candidates to possess, to hire the right type of individuals and most importantly to retain key members of the team and work-out low performers. This is a critical component of management, as loss of productivity can become an enormous cost.

We also discuss how to cover a territory when a wholesaler resigns, how to develop great lead sources for finding new wholesalers, how to build out a three-step hiring process that includes a well-scripted screening interview, a selling skills test day, and final offer procedures. Additional topics covered in this course include successfully planning and executing national and divisional sales meetings—from strategy development and setting expectations to execution and managing results.

Each participant will receive a set of Blueprints, which contains the tools and processes taught throughout the program.

We conduct open enrollment programs at our corporate headquarters in Naperville, IL. Each program accommodates anywhere from 10 to 24 sales professionals from a variety of financial services firms. This variety provides a unique opportunity for the exchange of individual best practices. One of the benefits of an open enrollment program is convenience.