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SESSION 1
HIRING ON-BOARDING AND MANAGING SALES PEOPLE
(9:30 – 11:00AM)
For owners, sales managers and HR professionals.
We will discuss how to hire new reps and what to look for while making an effective assessment. You know who you want to hire and what your criteria is...and we must make sure their goals are in line with yours!
When we onboard new reps it’s important to establish benchmarks and common goals. Creating a training/support system for a new hire is imperative as well as providing them with a designated mentor.
KEY TAKEAWAYS
- What to look for in a sales rep and how to make an effective assessment
- Determine your criteria
- Establish benchmarks and common goals
- Create a training/support system
- Designate a mentor and support team for the journey
- Using the Touch Point system to help the reps create a plan
- Selling cycles for each account
- Ways to penetrate accounts to maximize relationships
- Holding the reps accountable on their plan
SESSION 2
MASTERING THE CONSULTATIVE SALE
(11:30AM – 1:00PM)
For owners, sales managers, sales representatives and CSRs.
Are you ahead or behind the trend? We are now firmly in the solution selling paradigm. Old school transactional selling is fading by the wayside being replaced by comprehensive solution selling strategies. We need to understand HOW to help our clients and prospects meet their objectives.
We will discuss how you and your sales team can execute a client needs assessment to determine how we can fit into their business needs; ask better questions; use the right marketing tools; develop new sales cycles and more!
KEY TAKEAWAYS
- How to understand your clients’ objectives
- Best practices for delivering an effective client needs assessment
- Key components for case studies
- Learn how to offer solution based programs instead of print products
- Learn to be skilled at understanding how to focus on ROI for clients and prospects
PRESENTED BY LESLIE GROENE
 President, Groene Consulting, is one of the coaching superstars in the world of corporate sales as well as a business consultant and author. Her background is in the paper and printing industries as a sales rep and sales manager. She has been featured in many PIA affiliate markets and as a speaker and business development trainer including the recent Print Leadership Summit. She helps her clients focus on revenue generation and profit growth. She authored the business strategy book Picture Yourself & the Life You Want and is a nationally renowned motivational speaker. To purchase her book or to contact her please go to GroeneConsulting.com.
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