For Sales Managers

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5  Challenges

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Years of research has revealed that sales mangers and CEO’s all over the world, are voicing the same challenges when it comes to their sales team. It appears no matter the country, the culture, the political or business persuasion, as sales managers and leaders of our sales teams we experience the same frustrations and difficulties.

  1. Communicating with the team so that everyone is on the same page. It’s hard not to treat the top gun differently when they consistently produce results. How do we get that consistency across the board?
  2.  Identifying weaknesses in an individuals sales process. What causes it and how to coach them through it. Sometimes it is the small things that we just don’t see. With all the tasks and pressures a sales manager has, where do you find the time to get the microscope out and have an intensive dissection of each sales person?
  3. How to select the right sales person to start with? After all, it often take 6 months or more to find out where their skills and attitudes really are at.
  4.  Keeping the top gun on top of their game, while at the same time developing the rest of the team. What is the right training that meets everyones needs and blind spots.
  5. The constant challenge of keeping everyone motivated and enthusiastic, to do all the small things we know are important in the sales process. Having to continually get ourselves up, just to motivate the team, is exhausting. 

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The Solution

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These challenges are a direct result of the “closing approach “ to selling. Closing is all about the sales person, the product, the company and the process. It does not have the customer at the CORE of all activity. When the focus is moved from “the close”, to the customer, all these challenges literally disappear.

  1. CORE+Selling is a simple, logical sales method with a holistic, approach providing ac consistency across the team that every sales manage wants to see.
  2. It actually highlights what is working and what is not with an individual’s sales process. This makes it easy to fix problems with understanding from the individual.
  3. Anyone can be a successful sales professional using CORE+Selling, as it is customer focused. No need to learn all the “closing” methods which 2 of the 4 behavioural styles find  uncomfortable to use. The result is less staff turnover- and that saves time and money.
  4. This is a highly efficient and effective way to sell, So it is easy to stay on top. Unlike most sales methods it is quick to learn and perfect the skills, which provides improved and consistent performance form everyone in the team.
  5. Results breeds success – success breeds confidence & confidence breeds motivation. The team will motivate themselves and you will have a better sales culture.

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Pre-Training
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Before any training takes place, it is important to gain an understanding of your workplace culture, your industry culture and your team dynamics. This way all discussions can be put in the right context and relevance and you will achieve the best possible outcomes.
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    • Increase your sales conversions
    • Increase your profit margins
    • Increase your consistency
    • Increase your team stability

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The Sales Managers Manual
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Any training and development program must include some form of intervention. Without this the sales team quickly gets back to the normal routine and training is forgotten. As well as making followup sessions available, Bruce will customise your very own sales managers / leaders manual so you can drive the training forward with an easy flow, This extremely valuable tool allows you to mentor, challenge, review, and coach your team. Either as individuals or as a team, this manual enables you to transition all the concepts of CORE+Selling  and develop your team to the ultimate success and consistency.

Bruce does not want you just to use the CORE+Selling method, he wants your life to be much easier in the process.
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