Management Courses | Sales Courses

Situational Leadership II
Leaders continue to be challenged to accomplish more with fewer resources. In order to do that, organizations need strong, yet flexible leaders. Situational Leadership teaches a model to do just that.  It helps leaders compare your perception of your leadership style with that of your manager, colleagues, and direct reports, learn how to develop competent and committed employees by diagnosing their development level, then managing with the appropriate leadership styles and earn how to reach agreements with others about how much direction and support they need from you to reach their goals.

Coaching
In today’s highly changing environment, managers face pressures from the market and their employees. Fundamental changes in teams of today demand that managers take a step forward and learn to better coach their teams. This coaching course presents a framework for you to focus on smarter, time saving ways to coach, along with an understanding of what is most important to focus on now. This 2 day course is for anyone who is managing or mentoring teams or employees.

Good to Great
Leaders need principles that are understood and practiced by every member of the organization. Good to Great is a model that teaches leadership principles from the top down. Good to Great teaches how to get the right people on the bus, the wrong people off the bus and the right people in the right using the Level 5 leadership structure.

Sales Gap Analysis
Without a doubt, managing sales performance is the most challenging management job in today’s competitive and changing climate. The sales assignment is dynamic and depends on the needs and responses of ever-changing customer wishes and sales personalities. Sales Gap Analysis gives you a process to recognize performance warning signs, analyze a wide range of performance indicators, and select the most appropriate actions to eliminate gaps. 

Territory Management
There are smart ways to manage yourself and your territory, so that your salespeople maximize the time spent selling and sell to the right prospects.  In this session, you’ll learn how to work “smart” instead of “hard”.  You’ll learn that you can also track your sales, understand your sales cycle and close rates, and become even more efficient at your main job—selling!  This session will focus on tools to help you manage your territory, your business.

Managing Sales Strategy
In today’s competitive sales environment, sales managers face pressures to focus on sales strategy and execution. Sales managers must ensure that everyone on the team is focused on their goals. Managing Sales Strategy presents tools and a framework for you to help a salesperson plan those goals and execute actionable items to make a large, quality sale. 

SMU Cox School of Business
Executive and Management Development

Sales Management: Dynamic New Role of the Sales Manager
Sales managers are increasingly assuming roles that are different from any they have ever experienced. They face new pressures from the market, their salespeople, and upper management. This two-day seminar helps sales managers to focus on those demands and to develop solutions that will make their sales teams more effective. In this seminar, you will learn how to effectively prioritize, maximize both customer and salesperson loyalty, and generate desired sales results from each member of your sales team. Visit the SMU website for details

Before the Sales Call
Since you have a limited amount of time to sell, it’s important to plan your sales call effectively.  In this session, you will learn that the most successful salespeople prospect and qualify their potential customers.  By giving you some ideas on prospecting and qualifying, you will be better equipped to be successful.  You will also learn the value of pre-call planning and how it can lead to a successful, effective sales contact. You’ll come away with a working tool to use when you get back to your workplace. 

The Customer Conversation
In this session, you'll link the pre-call planning tool to the actual sales contact and discover how the pre-call plan acts as a flexible guide to a professional discussion with your customer.  You’ll learn how to professionally open the dialogue with your customer and to put them at ease.  You'll design questions to uncover comprehensive information about your account and learn how different stages in the sales process require unique approaches to the conversation with the customer.

Presenting Your Solution
As a salesperson, you establish the relationship with your client that will result in a sale.  The challenge is to create the climate for the initial sale and the follow-up activities that lead to future opportunities.  This session will concentrate on closing the sales call in a professional manner that leads to future sales.  Additional activities will include a methodology to better manage client follow-up and an individual sales effectiveness assessment that will provide on-going personal coaching.

Handling Objections
One inevitable fact of life in sales is objections.  In this session, you will discuss handling objections and how to avoid them, if possible.  You will take a look at real life customer situations along with simulated situations and practice the best way to overcome and allay customer concerns. 

Negotiating
Getting to “yes” in a sale requires negotiating with a customer.  These negotiations may include price, discounts, delivery schedules, maintenance, contracts, etc.  During this session, you will understand the tactics used by customers in negotiations and how to counter them.  Then, you will examine negotiation strategies that are employed throughout the sales calls that lead to a “win/win” environment.

Adding Value
Are you selling a commodity?  Are you concerned about margin erosion?  Are there too many competitors chasing too few customers?  These are the questions sales professionals face everyday.  So how do we differentiate ourselves from our competitors?  How do we add value and maximize our sales efforts?  During this session, you will explore the value chain and how sales can create value for the customer and the company.  You will explore techniques that will differentiate you from the competition and make you a business partner instead of a vendor.

Managing Your Accounts
Where do you spend your time?  Are you reacting to events or managing them?  As a sales professional you need to create a customer sales plan and learn to manage your time and that of your company to maximize your time investment.  You will be introduced to account management strategies, call planning and resource allocation.  A detailed relationship planner will be provided and used in a live account scenario.

Territory Management:  Managing Your Business
There are smart ways to manage yourself and your territory, so that you maximize the time spent selling and sell to the right prospects.  In this session, you’ll learn how to work “smart” instead of “hard”.  You’ll learn that you can also track your sales, understand your sales cycle and close rates, and become even more efficient at your main job—selling!  This session will focus on tools to help you manage your territory, your business.