Managing Your People
The "people problems" you face as a manager are among your most challenging. Accurately and objectively evaluating the performance of your salespeople affects your team's ability to succeed now and in the future. Learn to identify the winner and non-winner tendencies of your salespeople, and measure their progress. See how a ten-minute test can give you critical insigfht into your salespeople, as coaching anddebrifing strategies begin to motivate your team to become self-directed closers.

Managing Your Business
Outstanding sales performance requires a realistic sales plan, including goals and the strategies for accomplishing them. Learn to effectively and supportively debrief your salespeople, grow your sales through networking, and manage a territory, while developing the practices vital to managing, maintaining, and maximizing business with existing customers.

Managing Your Technology
The information technology industry has created a vast array of tools for sales force automation.

Automation tools should be used selectively, base on the structure and needs of your business. Before you fill your shelves and hard drive with the "best products on the market," learn how these programs work and set your criteria for using them.

What You'll Learn