Sales Management Track

This track is designed for individuals with P&L responsibility who manage sales teams. This track develops specific strategies for managers to grow and develop winning sales teams to achieve organizational goals and revenue targets.

Workshops included are:

1. Strategic Selling®
2. Conceptual Selling®
3. Negotiate Success
4. Executive Impact 
5. Manager's Coaching
6. Predictive Sales Performance
7. Sales Excellence Assessment

Value To You. A Miller Heiman Certified Professional® in Sales Management will:

• Manage selling time and prioritize selling activities
• Provide targeted coaching opportunities for salespeople
• Analyze the sales funnel to improve the accuracy in forecasting and opportunity management
• Coach sales teams for efficient funnel (pipeline) management
• Manage and reinforce the sales funnel process by analyzing sales opportunities, evaluating strategies and managing and tracking action plans
• Identify, develop and retain top sales performers
• Allocate training and coaching to key areas with greatest impact

Value To Your Company. As a Miller Heiman Certified Professional® in Sales Management, you will:

• Shorten sales cycle and maintain proper resource allocation
• Define metrics to accurately evaluate employee performance and develop individual plans of action to meet goals
• Evaluate opportunities to ensure funnel (pipeline) management and accurate forecasting
• Increase productivity, sales volume, and top line revenue growth
• Maximize ROI for all types of performers
• Reduce turnover and improve results

This track is for sales managers who need simple, yet effective coaching and management techniques that focus specifically on eliciting exceptional results from sales teams. You will be able to pinpoint areas where salespeople should concentrate their efforts toward greater efficiency and success. Graduates of this track will reinforce Miller Heiman concepts with the sales team to maximize the sales process and achieve consistent results.

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