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Sales Development Solutions
Sales Management Consulting/Sales Assessment

Sales and Sales Management Training

Skill Building That Produces Lasting Gains in Profitable Revenue

The best sales training in the world is the training that measurably increases your sales production. We typically increase sales per salesperson by as much as 50%, or more, because we introduce a preferred way of selling that's personalized to your organization and loaded with practical "how to" skills that are reinforced though instructor and video modeling, consistent coaching and skill certification until they become habit. Training can even be tailored to individual salespeople based on our salesperson testing and assessment.

Our practical "how to" sales training is tailored to fit each level of selling and sales management in your company from relationship selling in a retail branch, supermarket, or telemarketing center to strategic selling in developing key commercial, investment or realtor relationships through proactive business development.

Whether we train your salespeople directly or we teach trainers to conduct our sales courses, a Preferred Way of Selling (PWS)™ for your sales organization is established for all sales units so your managers can be consistent and specific in coaching your employees.

This behavioral definition of your preferred way of selling also provides the basis for holding bankers accountable for mastery of specific skills with our sales management process. While other programs focus on "what" to do, our programs are designed to provide the details of "how to" do it.

Sales & Sales Management Training

Executive Leadership Training

Sales Management Training

Sales Training

Service Quality Training

Trainer Training

Follow-Up

Contact Us
Sales Skill Certification
Custom Program Development
Salesperson Profiling and Development
Market Management

Executive Leadership Training:


Executive Management Training:
Description:
 Review findings of our sales assessments and identify core objectives, measures, and strategies for your sales initiative.
Audience:
 Executive management and senior sales leaders.
Length:
 1 day

Senior Management Sales Leadership Workshop:
Description:
 Skill building for senior sales executives in developing local market sales strategies, establishing realistic goals and performance expectations, monitoring performance, and coaching.
Audience:
 Regional sales leaders and selected department leaders.
Length:
 2 days

Sales Management Training:

Sales Management Practices Conference:
Description:
 Skill building in goal setting, coaching, communicating clear expectations, analyzing sales reports, coaching salespeople in strategy and preparing goal-focused 90 day action plans.
Audience:
 Sales leaders for branches and departments who are primarily responsible for development, coaching and appraisal of sales personnel.
Length:
 1 day plus 1 day follow-up

Performance Management Conference:
Description:
 Skill building to prepare managers to sustain high levels of performance by proactively assessing performance, building sales team motivation and confronting and resolving performance problems.
Audience:
 Sales leaders for branches and departments who are primarily responsible for development, coaching and appraisal of sales personnel.
Length:
 1 day

Franchise Management Conference:
Description:
 Skill building in developing market sales plans utilizing your MCIF, lead generation, and profitability data.
Audience:
 Sales unit managers who are responsible for developing sales action plans for specific markets.
Length:
 1 day

Sales Training:

Optimum Performance Selling Conference:
Description:
  
Audience:
  
Length:
  

Strategic Selling Conference:
Description:
 Skill building in gaining access to target prospects, profiling clients to identify their best sales opportunities, developing objectives and specific sales plans for sales calls and best client relationships, establishing competitive difference, and managing movement of prospects through the sales cycle.
Audience:
 Sales personnel who do proactive prospecting and pipeline management for retail, business banking, mortgage, trust, investment and nonfinancial markets.
Length:
 2 days plus 1 day follow-up

Retail Selling Conference:
Description:
 Skill building in proactively seeking sales opportunities, converting inquiries to sales, profiling clients for relationship development, building the average revenue per sale through add-on selling, and retaining and developing best client relationships.
Audience:
 Branch or retail store personnel who open new accounts, do add-on selling, and manage retail household portfolios (not necessary for employees who have completed Strategic Selling.)
Length:
 2 days

Referral Selling Conference:
Description:
 Skill building in creating referral sale opportunities, describing product persuasively in 20 seconds, answering objections and converting referral opportunities to appointments.
Audience:
 Client contact personnel who have referral sales opportunities only.
Length:
 1 day

Contact Center Selling Conference:
Description:
 Skill building in qualifying sales opportunities over the phone, selling fast, converting complaints into sales opportunities, and creating branch or department sales leads.
Audience:
 Call center staff who do inbound or outbound telesales.
Length:
 2 days

Small Business Prospecting/Financial Analysis Conference:
Description:
 Skill building in analyzing the financial profile of small businesses, identifying prospect fit for various products, and prioritizing prospect selection.
Audience:
 Sales personnel who make business development calls on small businesses.
Length:
 1 day

Branch Tele Conference:
Description:
 Skill building in converting inquiries into appointments, developing scripts for outbound calling, and making effective outbound calls to follow-up new account openings, introduce specific product offers, profile existing clients, develop VIP relationships and conduct effective blitz call campaigns.
Audience:
 Branch personnel who are required to do proactive telemarketing to their client base
Length:
 1 day

Profiling and Relationship Develoment Conference:
Description:
 Skill building in profiling, establishing appropriate relationship objectives, conducting relationship reviews, developing an advisor relationships, and consolidating financial relationships.
Audience:
 Relationship managers who are accountable for profiling, retaining, and developing selected households and/or businesses and referral sources.
Length:
 1 day

Service Quality Training:

Service Quality Conference:
Description:
 Skill building in recognizing client needs, making favorable impressions, preventing breakdowns in service, resolving complaint situations, communicating with clients, and making sales referrals.
Audience:
 Sales support personnel who have client impact and/or support the selling efforts of others.
Length:
 1 day

Front-Line Coaching Conference:
Description:
 Skill building in coaching and managing goal-focused service quality and referral selling behavior.
Audience:
 Personnel who are responsible for supervision and coaching of front-line sales and service personnel or sales support personnel (not necessary for employees who have completed Sales Management Practices.)
Length:
 1 day

 

Trainer Training:

Trainer Training Conference:
Description:
 Skill building in delivery of our training material effectively and consistently, customizing the material to the needs of local markets and demonstrating a motivating presentation style that will sustain active classroom participation.
Audience:
 Personnel who are selected for your in-house sales training team.
Prerequisite:
 Trainers must have first attended a Strategic Selling or Retail Selling course taught by Schneider Sales Management, Inc.
Length:
 2 days for Strategic Selling or Retail and Referral Selling plus 1 day for each additional course

Follow-Up :

Sales Meeting Guides: 52 scripted weekly meeting agendas for retail branch sales leaders.
Contact Us:


Schneider Sales Management Inc.
5340 S Quebec Street, Suite 265N
Greenwood Village, Colorado 80111
Phone: (303)221-4511
Fax: (303)221-4650
Email: info@schneidersales.com

Copyright 2006, Schneider Sales Management, Inc.
All Rights Reserved

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