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Meeting the Challenges unique to Sales Management
The Top 5 Essentials is a one-on-one coaching program that focuses on what differentiates outstanding sales forces – the ability of the sales manager to maximize the return on investment in sales training by coaching, motivating, growing, recruiting and holding top sales people accountable on a daily basis.
Top 5 Essentials requires Sales Managers to excel in a pentathlon of behaviours to ensure their sales people succeed ahead of the competition.
The philosophy behind the success of the Top 5 Essentials is the understanding that change is a process rather than an event and awareness is the first step to creating that change.
To determine how to develop a Sales Manager, we start by evaluating both the manager and the sales people who report to that manager. By setting benchmarks, we can not only assess their effectiveness in their approach and also the effectiveness in delivery and impact on the group.
The Program
This program considers the participant in relation to 21 Core Sales Management Competencies and other findings in the sales management self-assessment and the evaluation of their sales team. The individual assessment is an accurate finding of the skill sets in sales management, and the sales force evaluation is a thorough evaluation of their capacity to execute in a specific environment.
The customized and modular program style addresses the specific needs of the participant and the team as identified in the findings by the world–renowned Sales Force Profile.
During the training participants practice the behaviours learned in the program and implement the tools, processes and methodologies with their sales people thus accelerating the learning process and the return on the program investment.
Once completed, Sales Managers will be able to confidently coach and motivate their sales people, use a structured methodology to hold sales people accountable, develop and grow their sales people, and be capable and confident of identifying, assessing and hiring the right sales people for the company.
This program is delivered by experienced coaches, in modules that can be spread over a suitable time frame but we recommend one module per month.
Delivery is provided through one-on-one coaching and materials, namely workbooks, manuals, CDs and access to online material, are all provided.
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In the current market conditions we recognized that our company could not afford to have underperforming salespeople. Business success is based on quality decisions and quality decisions are based on quality information. The OMG tools gives us that quality information. Twelve months ago we identified the need for sales people with outstanding hunter and closer characteristics as the market conditions had changed.
Using the OMG Salesforce Evaluations when recruiting, I am able to accurately identify the candidaes that will be able to sell my product in my market even before I read a resume or make contact with them. This takes the guess work out of sales recruiting, saving us time and money. The only decision I need to make is which of the hirable candidates would fit within our team. With my current staff I was able to use the OMG Evaluations to identify hidden weakness's that were affecting their sales results. I could now tailor training to specific needs of my staff rather than wasting money on irrelevant training. This is a win win for all.
Mybridge has given us the tools we were seeking to make the right decisions when hiring, training and developing our team.
Justin Clarke, Director
McGees Property
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