Creating a High-Performance Sales Team and Results
Telecommunications
Unforgettable Learning for Salespeople and Sales Managers
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Sales Managers
Sales managers require a unique skill set to effectively lead their teams. These skills differ from those of sales professionals and leaders in other departments. The ability to lead a sales team to consistently meet targets – weekly, monthly, quarterly and annually – requires regular meeting cadences, designed to:
- SET – clearly define expectations/KPIs related to sales results and activity that drives results
- TRACK – regularly track activity and progress and identify gaps in achieving results
- ACT – coach to the required skills, behaviours and activities that deliver the desired results
HORN Practice Areas that Make a Difference
Blended Learning Solutions
Designing and delivering award-winning customized, instructor-led and virtual training programs.
Performance Consulting
Eliminating barriers and developing mechanisms to support learning and performance.
HORN Centre of Applied Measurement
Designing and executing customized, actionable assessment and measurement strategies and tools.
Executive Coaching
Optimizing the personal leadership performance of key leaders.
Results After One Year of HORN Training
+13%
88% of managers were complying with new management routines, up 13%
Highest revenue in six years
91%
of salespeople perceived new management practices as building a positive sales culture
Significant increase in use of sales management tools
+65%
increase in sales team knowledge acquisition
HORN Solutions
HORN equips sales managers with the required processes, skills, and tools, to effectively lead, manage, coach and support high-performing sales teams.
Client Impact
Our sales management training solutions are ultimately designed to motivate and build the skills of salespeople to deliver top performance and tangible results!
Sales Managers Learn …
Self Management
Overriding unproductive thoughts and remaining positive, accountable, action-oriented, empathetic and goal-focused, even during challenging times is crucial to success.
Programs solutions employed:
Managing your Mindset
Thinking Like a Business Owner
Choosing to Lead, not Do
Leading Change
Managing your Team and Time
Next: Planning
Planning
Seeing the big picture, critically assessing team and business strengths and gaps, and formulating strategically and financially sound business plans are key skills for successful sales managers. Honed planning skills are central to salesforce effectiveness and productivity.
Programs solutions employed:
Sales Strategic Planning
Strategic Customer Management
Critical Problem-Solving
Resource Planning
Next: Activity & Results
Activity & Results
Best-in-class sales managers focus on key performance indicators (KPIs) that measure high-impact activities and results. They follow regular management meeting routines with team members to track, assess progress and course-correct. And they create a culture of accountability to keep everyone focused on results.
Programs solutions employed:
Influential Sales Meetings
Driving Activity and Results
Funnel/Pipeline Reviews
KPI/Scorecard Management
Difficult Conversations
Next: People Development
People Development
Highly-effective sales managers understand the capabilities, motivations and psychological needs of each team member and capitalize on coaching moments to elicit self-discovery, motivation and course-correction. They manage to both empower and drive performance.
Programs solutions employed:
Inspiring Accountability
Management Rhythms
One-on-One Meetings
Coaching for Performance
Team Building
Succession Planning
Next: Self Management
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Salespeople
After 30 years of training sales teams across every major industry, and extensive research in the field of high-integrity sales excellence, HORN has categorized the four core capabilities of world-class sales professionals.
HORN Practice Areas that Make a Difference
Blended Learning Solutions
Designing and delivering customized, instructor-led and virtual training programs.
Performance Consulting
Eliminating barriers and developing mechanisms to support learning and performance.
HORN Centre of Applied Measurement
Designing and executing customized, actionable assessment and measurement strategies and tools.
Executive Coaching
Optimizing the personal leadership performance of key leaders.
Results After One Year of HORN Training
+32%
Sales through hospital channel grew 32%
Rose from #4 to #1 recommended brand by physicians
Sales reps are perceived as best-in-industry by key customers
Rose from #7 to #1 ranked manufacturer in overall performance
+7%
Number of buying customers increased by 7%
HORN Solutions
HORN develops a deep understanding of each client organization. We identify the most significant capability gaps, precisely define learning objectives, then reverse-engineer training to close those gaps.
Client Impact
Our results are our clients’ tangible business results: measurably improved sales performance!
Salespeople Learn …
Self-Management
Overriding unproductive thoughts and remaining positive, accountable, action-oriented, empathetic and goal-focused, even during challenging times is crucial to success.
Programs solutions employed:
Managing your Mindset
Thinking Like a Business Owner
Adopting the Customer's Mindset
Being a Change Agent
Active Listening
Next: Strategic Skills
Strategic Skills
Seeing the big picture, identifying issues and opportunities and creating breakthrough customer plans are key skills for successful sales professionals. Honed strategic selling skills optimize the efforts of a sales team and improve productivity.
Programs solutions employed:
From Supplier to Valued Business Partner
Key Account Management
Strategic Account Planning
Category Management
Critical Problem-Solving
Agile Decision-Making
Next: Product & Industry Knowledge
Product & Industry Knowledge
Possessing the foundational knowledge required to fluently navigate organizations and conversations internally and externally, including knowledge of the customer’s business, competitors and marketplace trends, is essential for differentiation and ultimate sales success.
Programs solutions employed:
Data to Insight to Action
Business Acumen
Finance Fundamentals
Creating your Unique Value Proposition
Product/Industry/Market Knowledge
Next: Tactical Skills
Tactical Skills
High-integrity, influential salespeople move others through consultative and insightful communication and dialogue.
Programs solutions employed:
Prospecting for Success
Consultative Selling
Influential Storytelling and Presenting
Objection-Handling & Commitment
Selling to the C-Suite
Negotiating to Win
Next: Self-Management
Case Studies
Start Developing a Stronger Sales Force Today!
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