About The Author of this program

Wes Zimmerman entered the selling profession after learning how to manage a business and lead productive teams. He carried this experience when he was promoted to sales management after being a top level, selling professional. Wes was successful in sales management, has build successful sales teams and helped many clients to do the same. This course is built out of his experience plus observation of hundreds of sales and sales management professionals.

Customized for: Sales Directors, Sales Managers, Sales V.P.’s and/or those who are being considered for this position and the person they report to or will report to in that position.

Secrets Of Success As Director Of Sales in a 3 Module learning experience.

It protects your investment.

At the height of their sales success many salespeople are promoted to a position titled Sales Manager, Director of Sales or V.P. of Sales. It is assumed that since they were outstanding in sales, they will be fully capable of managing a sales organization.

They are given little or no education to prepare them for their new responsibilities. The rate of failure, or at best mediocre success, is high. Ninety percent (90%) fail for two reasons: the skills needed as Director of Sales and sources of satisfaction are very different than those needed for selling and they and/or their management do not understand the requirements.

When they fail, they leave. You lose your investment in them and a competitor gets their sales.

This practical course ensures success!

The design is similar to high level cooking. We provide proven recipes. You learn how to measure and use the ingredients and, most important, why they work. You and your sales management candidates discuss every idea, customize it to your markets and products and the style of each person. In the process you discover what they should accomplish, why and how. They learn if sales management fits them.[1] At the end you both know if you can succeed together.

This course stops waste!

Waste occurs when a successful salesperson fails in a sales management position. It is a body blow of great force. There is loss of face and loss of confidence that prevents the person’s return to your sales team. There is loss of productivity when/if the person returns to selling with any company.

You and your company experience waste: in the loss of the person’s productivity in your sales team, and lower productivity in the sales team under the direction of the sales manager/director while s/he is in the process of failing.

All of this waste is prevented with this course.

This is a three module learning experience that is equally effective with two people - sales management candidate and you or multiple managers and multiple candidates up to a maximum of twenty participants.

The subjects covered in each module are listed in the following text.

The modules should be scheduled to allow on-the-job practice between modules. Each module requires eight (8) to twelve (12) hours, not including advance homework.

Facilities and equipment required are a comfortable room where people can express themselves freely, an easel and flip pad with colored felt tip pens and an overhead projector and screen or wall.

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Module One: Attracting and Selecting Salespeople
Advance Homework is required.

Description - Your most difficult and important task is building the sales team. Your challenge is to select the best candidates with this experience and passion to suit your style, products and markets, then sell them on joining your team. This module is designed to help you meet this challenge.

We will discuss the following 12 subjects and develop together the “best” approach for you.

1. The Perception Of A Difference
What are you selling?
How do you sell it personally?
How do your salespeople sell it?

2. The Qualities Of A Good Director Of Sales
What they are.
Why they are important.

3. Three Ways To Create And Build A Sales Team

4. Sales Compensation Plans

5. Writing The “Salesperson Wanted” Advertisement

6. Setting Up The Appointment
What to listen for.
What to ask for.

7. Employment Interview Etiquette For The Director Of Sales

8. The Interview
What to listen for.
What to look for.
What to look at.
How to ask the questions.
How to remember the answers.

9. A Good Salesperson Has Certain Key Qualities
What they are.
Why they are important.

10. The Questions That Reveal Ownership Of These Desirable Qualities

11. Practice Interview With A Live Salesperson
The call for an appointment.
The interview.
What did you learn?
Would you hire this person? Why?
Would this person accept an offer? Why? Why not?

I will be the first “applicant”. Then you’ll interview other applicants. If
you like, I will interview one with you participating as you feel appropriate. Then you take over interviews with me observing; followed by review and discussion after each interview.

12. Adjusting The Questions From Experience

Homework Assignment For The Next Module.
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Module Two: Building Your Team’s Skills (And Your Own)
Advance Homework is required.

Description - Your second challenge is to help your team achieve the balance that defines a professional. Selling is a profession that requires a combination of art, science, skill and consistent, systematic effort. Some of the most difficult people to manage are those who have the qualities and desire to become selling professionals.

The following 11 subjects will give you the framework and tools for success.

1. Marketing, Selling and other definitions

2. Leading Salespeople

3. Motivating Your Sales Team

4. Managing Time With Structure
Your time is valuable
A sales representative has a limited number of prime selling hours.
What are they in your market with your products.

5. Setting Realistic Expectations -
Quotas that work for success
Quota setting data
Developing a basic quota

6. Progress Reporting
Call Plans
Call Reports
Sales Summary

7. The First Face-to-Face Call (FTFC) On A Prospect
Purpose
Structure
Length
Preparation for the first FTFC
After the call

8. Developing A First Call Question Guide
Selling is an educational process. The right questions facilitate learning and ensure an appointment for a second call which is essential to build a
relationship.

9. The Second Face-to-Face Call (FTFC) On A Prospect
Purpose
Structure
Length
Preparation for the second FTFC
After the call

10. When, Why And How To Accompany A Salesperson
On Sales Calls

11. Sales Call Etiquette -
For a salesperson
For you
when calling with a salesperson
when calling alone on a salesperson’s customer.

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Module Three: Leading, Listening, Supporting (Consistent, Systematic Effort)
Advance Homework may be required.

Description - Your third challenge is to put leading, listening, supporting into practice in a consistent, systematic manner. It requires honesty, sincerity and effort. In this module we leave the classroom and review with live performance.

1. Questions A Director Of Sales Should Ask
Questions are a great tool for building the skill of sales professionals. Together we develop a set of questions for you to ask during sales meetings and in one-on-one sessions. We will use a proven set developed from experience and customize it.

2. Conference Calls
Purpose
Frequency
A Basic Agenda

3. Sales Meetings
Purpose
Frequency
Agenda - we develop one together.
Measuring meeting results
Follow up

4. Doing It All In Multiple Locations - Effectively

5. Review And Discussion
This is report card time. We assess each other’s progress and discuss ways to help each other. What should have been covered that wasn’t?

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About The Author
Wes Zimmerman entered the selling profession after learning how to manage a business and lead productive teams. He carried this experience when he was promoted to sales management after being a top level, selling professional. Wes was successful in sales management, has build successful sales teams and helped many clients to do the same. This course is built out of his experience plus observation of hundreds of sales and sales management professionals.