The Gulas Group provides proven and reliable assessments, coaching, training and development processes that provide significant and measurable improvements in performance and a solid path toward achieving your goals.

Clients seek us out to help them achieve their strategic goals; close sales quickly, resolve internal and external conflicts, reduce falling margins, and smooth communications.

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DNA Selling DNA Workshop for Sales Managers
Dominate Your Marketplace By Building A True Selling Machine

Class Agenda: INTRODUCTION Agenda Ground Rules Expectations Share Executables SALES MANAGEMENT ENVIRONMENT Systematize Why & How Critical Objectives For Success Ten Must Haves For Sales Managers Critical Objectives For Success Worksheets - Tools How to Allocate Time Guiding Principals Equation for Success Levels for Success 88 Point Sales Management Skills Inventory Introduce Sales Management Pyramid Action Plans MOTIVATING 5 Critical Components for Achieving Success Set & Achieve Goals Keys to Ready Goals Balance How to Help Your Team Establish Stretch Goals Goals Worksheets Compensation Definition & Forms Compensation Objectives Design A Compensation Plan Types of Compensation Plans Review Four Sample Compensation Plans Incentives & Rewards Worksheet Sales Manager's Meeting Madness Sales Manager's Meeting Fixes Sales Manager's Meeting Planning tool Criteria to Consider to Hold a Great Meeting Action Plans ACCOUNTABILITY Pipeline & Roller Coaster Setting the Plate Strategically Key Strategic Indicators Strategic Sale Model Tracking Models: Electronic, Paper, Web Large Account Information Data Entry Options Questions to Review or Tracking Eliminate Excuse Making Commitment Define Commitment Testing Your Commitment Testing Your Team's Commitment Typical Escape Clause Action Plan COACHING Pre Call Briefs - How Post Call Briefs - Why Debrief Systems Qualifier Tool Managing People on Debriefs Exercises Joint Sales Calls Learning is the Key How to Review & Debrief for Learning Four Types of Learners Learning Curve Explained Introduction Learning Logs Action Plans GROWING Setting Higher Expectations Development Model Sales Cycle Expectations Group Margins Types of Players - Moe Larry Curly Discuss its Relevance to Growing & Coaching Review 100 Sales Manager Musts to Growth Score Boards - Review Various Models Success Elements & Competencies - Sales People Success Elements & Competencies - Sales Managers Selling System Questions to Ask Before Training Quick Coach Review CD Performance Reviews Performance Improvement Plan Optimization Action Plan - Learning Log RECRUITING Inventory Existing Conditions Why Do You Need a Recruiting Pipeline Review Hiring Goals Success Formula for Recruiting Pipeline 7 Step Recruiting Process - Rank - Discuss Identify Ideal Candidate Sample Compatibility Combination of Skill Sets Determine Sales Roles Compensation Sliding Scale Searching How to Write a Great Ad Sample Ads Manage the Resources Qualify Keep Score Testify - yes/no types Interviews (+/-) Sample & Practice Interviews Corporate Recruiting System on CD Action Plans Lessons Learned CLOSING Extras Resources Evaluations Register Now!

Managing in today's complex sales environment requires more skill and expertise. Gone are the days when a company could just put sales people on the street and hope for the best. The high cost of putting sales reps on the street coupled with the increased competitive pressure demands that a company maximize its return on its investment of human capital. To compete in this environment companies realize that they must upgrade and improve their sales management practices. The companies that excel in every industry will be those that learn how to get their sales people to perform at a higher level.

WARNING: THIS SALES MANAGER WORKSHOP FOR SALES MANAGERE IS NOT THEORY. IT IS HANDS ON APPLICATION YOU WILL MODEL BEHAVIOR OF HIGH PERFORMANCE SALES COACHES. PHYSICAL TOOLS ON SALES COACHING, MOTIVATING, GROWING, PLUS ACCOUNTABILITY AND TRACKING MODELS, FORCASTING, RECRUITING AND IMPROVING PERFORMANCE WILL BE TAKEN HOME FROM THE TRAINING SESSION.

Who Should Attend This Program?
Business Owners, Sales Managers, VP's of Sales, Sales reps acting as their own sales manager, and support people with sales management responsibility who:

• Are not hitting their targets consistently
• Need training in Sales Management skills
• Need to grow sales
• Want to protect their sales training investment
• Have to act as "coach" to sales professionals
• Desire to achieve EXPONETIAL INCREASES
• Sales Manager is only one of many hats worn

Goals for Superior Sales Management:

• Hit numbers consistently
• See that Salespeople hold Margin
• Keep the pipeline full
• Build Morale
• Create and Sustain Sales Momentum
• Protect your sales training investment
• Become the on-site sales coach
• Know what situation call for what sales tools

This hands on training will give you an arsenal of weapons to take home and implement immediately.

You Will Take Home From This Program:

• An Extensive Sales Managers Manual
• Various Worksheets
• Blueprints for a 90-day turnaround
• Five Critical Components of Success to beat your competition
• Tracking systems to keep the pipeline full
• Who should train and what exercises will make your team the best
• 88 Point Skills Inventory
• 100 Point Checklist for Sales Manager Success

1. Visual tracking and accountability boards web based and paper versions

Sales Cycle Boards for Harvesting Accounts
The single most important reason representatives fail to achieve targets is lack of activity. There are many steps involved in every sale. Daily activity reports do not always reflect where the sale is stalling, or why. This board is a visual tracking system that allows you to immediately evaluate progress and pipeline at a glance. The board never lies. Is there enough in the pipeline to meet targets? Where is the business coming from? Are proposals being sent out without knowing what the next step is? Why is the sale breaking down? More importantly what can we do to save it?

Score Board
Who is on track? Who is number one in a variety of categories? The Score Board is a visual reality check of where we are at any given time during the quarter in regards to sales. It severs as positive peer pressure and gets the competitive juices going.

2. Playbook of Sales Strategies:

Set up your Critical Objectives For Success

Understand how building a strategic sales environment will win new accounts and keep the competition out of your current ones.

Setting a competitive sales strategy for competing for business not only streamlines your efforts, it helps you decide where, when and how to win business.

Strategy takes into account current market conditions, who is in control of the account, and who would win the account if the decision were made right now. Strategy puts you in the proper position to effectively use your sales tactics.

You will learn how to allocate your time strategically as opposed to tactically. Discover a way to leverage your time to get all the important high value work accomplished.

3. Training Exercises to Reinforce sales training:

In order to protect your sales training investment you must reinforce what your team is learning in sales training. During sales meetings and when you are in the field are great opportunities to practice-drill-rehearse the concepts. You will experience these exercises and master the ability to use them with your team.

• Bonding & Rapport
• Discovery and Motivation
• Playbook of Sales Strategies
• Commitment
• Resources
• Decisions
• Ground Rules For Proposals & Presentations
• Closing for Results Doing Whatever it Takes

4. Sales Activity Promotions designed to capture Momentum:

The business of sales is about momentum. You either have it or you don't. When momentum is in your favor, you must resist the urge to relax or celebrate too early. If momentum is not in your favor you must double your efforts to regain it. These promotions can help in getting representatives back on track or keep them working when the economy is robust.

5. Real Play vs. Role Play Case study:

During training you will take on the role of existing representatives on your team. The trainer will model what tools you should use in your current situations. You experience real world approaches to your unique circumstances.