EO LA members can enjoy a free 30 minute 4S evaluation - "Sales Strategy, Sales
Structure, Sales Staff and Sales Skills"
Michael
is the president of Sandler Training in Calabasas. He is a recognized business
development expert and has trained, coached, and consulted hundreds of business
owners, presidents, managers, and salespeople to improve sales effectiveness to
achieve both individual and company goals. He has a reputation and track record
for driving results in sales and elevating success to those organizations he
works with which range from small businesses to Fortune 1000 companies.
Sandler
Training is the global leader in Sales and Sales Management Training with over
250 training centers in over 25 countries. Their training methodologies have
been repeatedly proven through delivery of over 475,000 training per year to
thousands of clients across the globe.
Subject Matter Expert Presentation Topics:
- Springboard Your Sales Team –
If you’ve ever wondered why it takes most sales reps so long to ramp up or
why the sales team seems to be a revolving door, this presentation will
cover actionable steps to get your sales hires to ramp up quicker and to
generate revenue more predictably.
- Why Salespeople Fail...and
What You Can Do About It – The majority of problems that salespeople
encounter; Price objections/buyers that demand discounts, sales cycles that
are unnecessarily long, or where the buyer(s) disappear and no decision is
made, can be avoided. They stem from a lack of sales process.
This presentation will take you through a sales process that eliminates
those sales pitfalls.
- Search - A Different Model
for Recruiting and Hiring. Do you have a process for identifying,
interviewing and hiring? Most companies gather resumes, ask some
questions and make decisions based on ‘gut feeling’. Sometimes it
works. Other times companies end up with nice people that don’t have
the right skills, attitude and cognitive ability to be successful in a new
role. This presentation will cover a comprehensive process to
minimize the risk of mis-hires.
- Building a Sales Management
Playbook – In addition to wearing the four hats of a sales leader:
Supervisor, Mentor, Coach and Trainer, effective sales managers must also
focus on recruiting, planning and running effective sales meetings and a
long list of other activities to ensure the success of their team.
This presentation will help outline behaviors and best practices for sales
managers.
- Creating a High-Performance
Sales Culture – Success in sales is the result of having the right Sales
Strategy, Structure, Staff and Sales Skills. This presentation
outlines how successful companies build their sales flywheel to scale
their sales and shows why companies that are missing components, struggle
to achieve sales results that scale.
