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Featuring Dave Mattson, CEO and President of Sandler
Trainingand
Kristin Trone, Sr. Business Strategist Momentum
Strategy at InsideSales.com
SECRETS FOR SUCCESSFUL SALES
MANAGEMENT
webinar
David MattsonPresident & CEOSandler Training
@Dave_Mattsonwww.sandler.com
Today’s Speakers
Kristin TroneSr. Strategist
Momentum StrategyInsideSales.com
HOW THIS WILL WORK
• This webinar will last about an hour• Type in your questions in the Q&A box as you think
of them• #ISDCwebinar• This is being recorded… I’ll tell you how to access
the recording at the end
ABOUT ME• Tell us a fun fact• What your role is• Where you gained your
experience• What makes you an expert• Where people can find your
content
Kristin TroneSr. Strategist
Momentum StrategyInsideSales.com
ABOUT ME• Tell us a fun fact• What your role is• Where you gained your
experience• What makes you an expert• Where people can find your
content
David MattsonPresident & CEOSandler Training
@Dave_Mattsonwww.sandler.com
SANDLER – WHO WE ARE 265 Training Center, 31 Countries &
17 Languages Providing 475,000 hours of coaching and
training each year Experts in:
Leadership Sales Management Sales Customer Service
CREATE A SALES CULTURE BY CREATING A SALES TEMPLATE
Common process Publish it Manage to it Tie to CRM
POLL:Do you have a common language and
sales process across your team?
CREATE A PLAYBOOK FOR SUCCESS Identify the key situations in the
sales process Create scripts based upon the
situations Training and coaching the tool
MAKE YOUR SALES FORCE SELF-SUFFICIENT THROUGH REHEARSAL
People retain 90% of what they say and do
Makes the employee stronger and more effective
Steps to role play
POLL:How often do you pre-brief with your sales team and rehearse their calls?
• Daily• Weekly• Monthly• Quarterly• Never
CHANGE BEHAVIOR THROUGH DEBRIEFING
Valuable to the manager Good evaluation tool Sales funnel management
Learning tool Select important questions and
print them
POLL:How often do you debrief with
your sales team?• Daily• Weekly• Monthly• Quarterly• Never
CREATE PROSPECTING PLANS AND FILL THE PIPELINE
You need to feed the funnel Focus on active sources Culture of accountability
ATTRACTING AND HIRING GREAT PEOPLE
Determine your success profile Systematize the process
Success Profile
SEARCH Job Profile Interview
QuestionsAssessment
Hiring Onboarding
POLL:Do you track your time from start
date to profitability?
SKILLS
TECHNOLOGY
Momentum + System makes yourpeople more predictablePeople = Unpredictable Systems = More Predictable
SUCCESSFUL SALES = ART + SCIENCE
TODAYS WEBINAR RECORDING• Today’s webinar will be on-demand in 30
minutes. Use the same link you used to enter today.
• Please share it with your colleagues• Free resources available
Get a Free eBook “Why Sales People Fail,
And What You Can Do About It” www.sandler.com/wsf
Get a free Sandler TrainingSession with a local trainer:
www.sandler.com/freesession
David MattsonPresident & CEOSandler Training
@Dave_Mattsonwww.sandler.com
Q & A
Kristin TroneSr. Strategist
Momentum StrategyInsideSales.com
https://www.linkedin.com/in/kristintrone