Pros Elite Group and Growth Achievement Partners form Strategic alliance for Sales Management Execution training
Sales Management process is more science than art. The Pros Elite Group has taken the science of Sales Management process and the very best Sales Management practices of its Elite 100 group and published its proprietary “PROS Elite Sales Playbook”. The Sales Playbook was developed to communicate the activities and disciplines needed to insure that a sales organization’s behaviors are consistent and productive.
The Office Imaging industry has gotten away from many of the management disciplines that made it great. At one time the management cadence associated with calls, appointments, demos, proposals, and closed transaction was consistently applied. In many cases we now manage to “results, not activities”.
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- Oct. 14-15: Advanced Sales Management Training Class from Pros Elite Group
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- Pros Elite Sales Rep Training Session
The Pros Elite Group and Growth Achievement partners share the belief that the concern for the industry, as the industry evolves to include offerings such as BPO, Managed Services, and MPS, remains how will the managers lead and inspect the change in behaviors required to succeed. The Pros Elite Sales Playbook and the management processes that it brings with it, gives dealers the tools needed to succeed.”
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“Mitch Morgan and Chris Ryne, (Growth Achievement Partners) had built one of the most successful Professional Services operations in IKON. Their understanding of the Solutions business and how to take the traditional Office Imaging Sales Manager to the next level is now being combined with the Pros Elite Sales Management process. Both organizations agreed that their needs to be a fundamental sales management process built on a benchmark execution model. We feel that a solid foundation, rooted in such a sales management process, was an absolute prerequisite for a Sales Manager to make the successful transition to the skill sets required for Business Process Optimization and Managed Network services.
The first day’s focus of this Sales Manager’s execution training will be on the skills and tactics required to hit the activity and financial benchmark models in key Sales Management disciplines. Benchmarking and execution skills models in such key areas as staffing, sales territory design, sales cultural conduct, prospecting continuums, move forward and net move forward appointments, MPS base penetration, activity expectation, activity tracking, pipeline metrics and the inspection processes for each of these elements will be thoroughly explored. There will be numerous exercises where the participants can share best practices while at the same time sharpen the skills they learn.
Mitch and Chris will then take over on day two and introduce the participants to the future of the Digital Information Managing dealer. The sales strategies include BPO, Managed Services, MPS, and traditional equipment. All in a single, systematic sales process they call the ONE Strategic Sales Process. The process is time tested, and is designed to go higher and wider in accounts. The process incorporates quickly selling traditional equipment where appropriate, while differentiating the rep against competitors.
The Two day agenda includes the following:
Day 1
- Introduction to the Sales Management Process
- Building a Sales Culture
- Expectations of a Sales Professional in the new Hybrid Dealer environment
- What a Company needs to provide a successful sales organization
- Sales Assignments Job Descriptors for Retail , Named Account, Major Account, Color Graphic, Selling
- Supervisor, BPO/MNS Rep, Sales Manager
- Sales Benchmarks Staffing Benchmarks, Pipeline benchmarks ,BPO / MNS pipeline benchmarks
- Sales Rep activity benchmarks, BPO / MNS pipeline benchmarks
- BPO / MNS pipeline quotas
- Sales Financial Benchmarks
- Recruiting
- Managing Prospecting ,Formalizing the 5 primary Prospecting Vehicles ,The Prospecting Continuum, The Inspection Process
- Qualifying Techniques BPO / MNS Qualifying Techniques
- Time and Territory Management, Auditing Sales Activity tracking
- Sales Activity Tracking / Data Base Management, Minimum Expectations of Activity and Consequences
Day 2
- Strategic Sales ,Changing market, changing customers, changing habits, What is a Strategic Sales Process, Business Process focus
- From Pencil Selling to Probing for Pain: New solutions require new techniques, The importance of a defined repeatable sales process, Role Clarity for you and the customer, Speeding the sales cycle
- Solving Business Problems, Gaining sponsor support, Business Goals and Business Processes, Providing justification for a C-Level Meeting
- Getting to the right level ,Anticipating likely interest and pain, Establishing credibility, Symptoms of Broken Processes: Leading a C-Level discussion
- Business Process Improvement, Gaining consensus on the current state, Establishing buy-in to the redesign, Tools for each step
- Generating Opportunities, Implementation and integration best practices, Quarterly review process for expansion between lease upgrades Key Metrics & Benchmarks