•
Leadership: Our leadership module is one of the most important,
especially in today's extremely competitive sales environment. Sales
managers who do not know how to lead their team become nothing more
than "administrative irritants" in the view of their employees.
This module
shows a manager how to obtain and maintain the respect of his/her
team and lead them to unprecedented levels of productivity. We recognize
that good salespeople do not resign from bad companies; rather,
they resign from bad managers. Improving the leadership skills of
the sales manager will increase the ability of the company to retain
its top sales talent.
•
Personnel Management: In this module, the sales manager
learns Gil Cargill's famous "up or out" philosophy. In
other words, the manager recognizes the need to help his/her weakest
links improve significantly and permanently or to help them leave
the organization.
Gil stresses
the maintenance of fairness and compliance with all laws, yet setting
and establishing objectives and then evaluating the performance
of the salesperson based on their achievement of these objectives,
as opposed to more subjective strategies.
•
Recruiting Sales People That Will Sell: The problem with
most sales forces starts in the recruitment of the sales team. Many
managers have never been taught how to conduct a sales interview.
Consequently, they are confused in visiting with a prospective employee
and/or conducting a behavioral interview.
Gil's famous
"behavioral interviewing methodology" is presented in
this module. You will learn how to "disarm" those salespeople
who are better skilled at getting jobs than they are at doing the
job once they get it. You will learn how to observe the behavior
of the salesperson throughout the interview. Additionally, you will
learn the most valuable message, "Hire slowly and fire fast."
•
Forecast Management: The forecast management module shows
the manager how to implement a management process that provides
him/her the ability to see the future. Most forecast reports or
pipeline reports, as they are commonly called, are exercises in
documenting wishes and hopes.
This module
shows a manager how to use our Opportunity Evaluation Form to make
sure that all sales forecasts comply with firm rules of best practices
for accepting a forecast.
•
Sales Process Modeling: John H. Patterson documented the
first sales process way back in 1873. Tragically, most sales forces
have done little or no improvement on the process, as written over
100 years ago! In this extremely important module, you will learn
how to create, document and implement new sales processes as well
as how to get your team adhere to them.
Once your team
is operating in a sales process mode, you will avoid the traditional
headaches of peaks and valleys in your revenue generation reports.
The organizations that build and implement a sales process, and
then hold their team accountable to document that process, outsell
their competition by 17%. You will also!
•
Marketing: The sales manager should be vitally involved
with marketing activities within his/her organization. The sales
manager MUST ensure that marketing produces enough leads to ensure
success of the sales team, whether it is done by a separate department
or by the manager him/herself.
You learn how
to develop and implement a "closed-loop" marketing system.
More importantly, you will understand that your company's number
one job is to obtain and maintain top-of-mind awareness with all
desirable decision-makers at all accounts, all of the time. Lastly,
you will learn how to manage a marketing program where your team
will be positioned to compete for all desirable decisions.
•
Sales Mistakes CEOs Make: This is a "how-not-to",
very entertaining, yet insightful presentation. Gil has become famous
coast-to-coast for giving this presentation to CEOs of entrepreneurial
companies. It is the culmination of Gil's observations working with
over 5,000 business-to-business sales forces. Watch this module
to avoid making the mistakes CEOs make, and your sales force will
produce optimal levels of success for you and your company on a
consistent basis.
•
Sales Acceleration Strategies for Chief Sales Officers:
This is a two-part training program, because there is too much content
to put onto one CD Video! This is a high-intensity,total-immersion
program into leading-edge sales management strategies. In this four-hour
presentation, Gil shares all the "secret sauce" techniques
he has used to help his average client improve their top line by
over 34%.
You can watch
and re-watch these CD Videos as often as you want. Frankly, there
is too much information on these CD Videos to absorb in one viewing.
The secret is to watch the CD Videos, implement one action, and
then review them for the next tip. Complete the program in this
manner and you will be successful.
By investing
in this program, you are investing in your future. Gil is so confident
of the ability of these CD Videos to change your sales management
strategies – for the better – that he offers
them on a "no-questions-asked", money-back guarantee.
Review the CD Videos and Gil's famous Sales Manager's Toolkit
for 15 days. If you are dissatisfied with them for any reason, simply
return them, and you will be refunded the full price less shipping
and handling.
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This
program is comprised of approximately fourteen hours of
sales management training. It has been designed to fill
the gap that exists in the development of today's sales managers.
Specifically, most managers are promoted or recruited into the position
of management without any formal sales management training and no
sales process management exposure.
After
concluding a spectacular sales and management career at IBM, in
which he led his sales team from a dead last rating among 220 branch
offices to first place in less than a year, Gil Cargill launched
his own consulting practice in 1978. Cargill Consulting Group, Inc.
was built on the same strategies that produced Cargill's outstanding
sales results at IBM.
