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Program Content
Intro || Program Content || Why Dave || How to Register || Bonuses || FAQ's || Sponsors
What's the content of the
program?
This is not going to be “everything you need to know about sales” or “everything you need to know about sales management.” Over the past 20+ years of working with tens of thousands of distributor sales people, I have honed down the absolutely essential ingredients to grow your market share.
I am going to focus on six specific practices that are the absolutely most powerful sales practices in the world when it comes to aggressively growing your distribution business.
But don’t miss the point. The issue is not knowing what to do, the issue is doing it! In other words, I’m going to do everything in my power to see that your sales people actually do what I’m teaching them to do.
Remember, this whole program is designed to step into the gap between ideas and action.
Having said that, here’s the list of topics for the six sales sessions. Each session will begin at 12:00 pm (Eastern) on Fridays, followed by the Sales Manager's Webinars scheduled for 3 PM (Eastern) on Tuesdays.
Session One:
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We teach the concept that good decisions require good information, show your sales people the two most important pieces of information to collect about their customers, provide them with the forms and instructions on how to collect that information, and give them an assignment to do so.
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(Mar. 12, 2010) |
This webinar is now available in a recorded version. Click here to purchase |
(Mar. 16, 2010) |
This webinar is now available in a recorded version. Click here to purchase |
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We introduce the concept of high potential, show them exactly how to rate each account on its potential, and then help them to begin to organize their sales time to spend more time with the highest potential accounts. The assignment is to reorganize their time and territory plans, focusing on the high potential.
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(Mar. 26, 2010) |
This webinar is now available in a recorded version. Click here to purchase |
(Mar. 30, 2010) |
This webinar is now available in a recorded version. Click here to purchase |
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We educate them in the three most important aspects
of a first call on a new person, show them exactly how
to prepare each of the three aspects, and then assign
them the task of completing this preparation, and making
a number of first calls.
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(April 9, 2010) |
This webinar is now available in a recorded version. Click here to purchase |
(April 13, 2010) |
This webinar is now available in a recorded version. Click here to purchase |
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Every sales call must bring value to the customer and
to the company the sales person represents. We teach them the key principles of accomplishing them,
help them prepare, and assign them the task of making a number of value-added sales calls.
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(April 23, 2010) |
Register for this webinar. |
(April 27, 2010) |
Register for the sales manager’s follow up webinar |
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We lay out a strategy for penetrating key accounts, and bringing disproportionally more money into the organization. They are introduced to a form that helps them plan and track their progress, and given the assignment to implement the strategy.
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(May 7, 2010) |
Register for this webinar |
(May 11, 2010) |
Register for the sales manager’s follow up webinar |
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Take the initiative and offer opportunities for the customers to do more business with you. That’s the idea transmitted in this session, with principles and practices to support it. Sales people are given the assignment to make a certain number of bigger offers, after having been taught exactly how to.
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(May 21, 2010) |
Register for this webinar |
(May 25, 2010) |
Register for the sales manager’s follow up webinar |
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What about the sales manager' s
sessions?
These sessions are designed for the individuals who will be supervising the sales team.
Each of the six sessions follows this format:
- A discussion of the sales person’s results.
- Review of the sales person’s session.
- Review of this session’s sales person’s assignment.
- Discussion of the sales manager’s assignment.
- Final Q & A.
In each of the sessions, the sales managers will be provided with a specific form to use to guide discussions with each sales person for that session’s assignment, and a spread sheet to keep track of each sales person’s progress.
We couldn’t make it any clearer or more specific than that.
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