Creating a high performance sales organization that consistently reaches and exceeds high goals and quotas in today's competitive environment is even more challenging than ever. With today's requirements to be flexible and its continuously changing strategies, it is easy to lose focus on performance and not produce real results.

Learn timeless strategies used to take a sales team from last to first in just one month at Xerox that continues to work today. See how these and new innovative strategies combined with today's technology will improve your sales organization's results and profit regardless of industry or current level of success.

• CEOs
• Business Owners
• Sales Executives
• Sales Managers
• Salespeople

Developing a High Performance Sales Organization identifies the key causes of success and failure in a sales organization of a few or thousands and provides participants with strategies to dramatically increase success. Increased results and performance do not occur from temporary measures, but rather sound, long-term, consistent strategy focused on building the productivity and profit of all elements of your organization.

This high-impact message conveys practical, easy-to-use strategies for the owner, CEO, executive or sales manager who wants to increase sales and improve gross margins and profits. By attending this program, participants will be able to examine their organization in a new light and implement specific, concrete methods to improve their sales organization.

The participants will learn techniques to improve staffing, to raise levels of expectation, to improve sales skills and to reward positive performance. They will also learn straight forward, easy to apply methods to correct individual performance problems and raise the sales and profits of any size sales group.

• Understanding the role and importance of Sales Executives and Managers
• Setting high-expectations that become a self-fulfilling prophecy
• How to staff the organization with talented and motivated salespeople
• Importance and role of call quality and sales skills
• Ways to develop excellent sales skills with an individual
• Ways to diagnose and increase team sales skills
• Creating expectations of high sales activity and goals to achieve it
• Tying sales skills and activities to results
• The role of results in compensation
• Using income planning and goal setting as a management tool
• Diagnosing compensation or contribution
• Correcting individual sales performance problems
• Diagnosing sales group performance problems and developing solutions
• Managing prospect flow for consistent results
• Developing sales plans and forecasting results
• Using performance planning to ensure sales performance
• Using sales promotions to motivate record performance levels
• Recognition and performance tracking to increase results

This program uses entertaining stories, "real world" examples from Wayne's experience at Xerox, case studies with consulting clients, audience involvement, current industry research, PowerPoint computer graphics and a participant workbook. Exercises and Action Plan development for longer programs ensure the program is not only fun and inspiring, but also has even greater "take home" and application value. Exercises give participants the opportunity to apply the techniques to specific and current situations, which makes it easier to take back and implement.

• Executives, CEOs and Managers in any industry or group that want to develop a greater understanding of why their sales results are the way they are; and want to make a dramatic improvement of the results from their sales organization.
• Any organization that wants to engage sales and marketing in developing a greater understanding of what is causing their current sales results; and learn the knowledge and skills to make dramatic improvements in results, and develop greater teamwork and cooperation.
• Anyone who wants to develop his or her management knowledge and skill in managing salespeople of any type