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Sales Management Boot Camp

Outstanding sales performance requires a realistic sales plan, including goals and the strategies for accomplishing them. Sandler San Antonio's Sales Management Boot Camp brings both the “how” and the real world into the training room. The program covers the attitudes, behaviors, and strategies of top sales leadership.

Why Boot Camp?
  • Help your team to hit their monthly numbers.
  • Transfer skills you've mastered to other people.
  • Find the formula to hire the right salesperson.
  • Creae a repeatable and predictable sales process.
Why invest in Management Boot Camp?
  • Learn to effectively motivate your team.
  • Master leadership roles such as supervising, training, and coaching.
  • Learn effective time management and delegation process.
  • A Money-Back Guarantee
Grace Perez from MI Homes in San Antonio talks about her team's Sandler training experience.

Invest in Your Sales Leader's  success with Sales Management Boot Camp

Your ability to find and hire the best salespeople, then accurately evaluate their performances and motivate them, affects your team’s ability to succeed.

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  • We believe in this bootcamp experience so strongly that we promise that if you're not 100% happy with the training after the first day you receive, we’ll refund your tuition.
  • Each student receives a Sandler Online Membership for 1 Year
  • Each student receives a Free Assessment

Comprehensive Sales Management Training

Our Boot Camp deep dives into these core skills of sales leadership:

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Leadership Skills (Assessments)

Participants will take a brief look at four critical management roles: supervising – which derives its authority from the manager’s hierarchical position in the company; and coaching, training and mentoring – whose authority evolves from the relationship. They will examine how they invest their time in these functions and draw some conclusions about the distribution of time in those efforts.

Additional Materials: Two Assessments

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Hiring Process

Hiring represents a tremendous investment of company resources in one individual over a long period. Not only is the hiring process itself an expense, so is training, supervising, mentoring, and so maybe the costs associated with the person’s performance. Managers can rarely have a greater opportunity to maximize company resources than during the hiring process. 

Additional Material: "The SEARCH Model" and "The Onboarder" 

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Sales Process

During this session, participants will look at methods for classifying accounts, and then identify appropriate strategies for maximizing the return on the investment of time and energy calling on and servicing them. They will examine a five-step process for growing accounts by identifying and implementing ways to add value to the relationship, improve the processes of interacting with them, and strengthen relationships with their people.

Additional Material: Gate Selling Tool

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Supervision

The main function of the manager is to keep the sales team on target toward achieving its goals. To manage for these goals effectively, the manager must monitor performance by tracking actions and comparing results to predetermined benchmarks to determine if the salesperson is on target. Participants will identify actions and results to be monitored. Then, using the "Structural Analysis of a Sale" model, participants will identify benchmarks against which to compare monitored results.

Additional Material: KARE Model, "The Prospecting Formula", Cookbook

 

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Pipeline

As sellers manage their many opportunities and client needs, issues may occur in the pipeline that will impact the viability of deal advancement and achieving sales goals. As a sales leader, you can provide support in this area to identify issues and areas for improvement. 

Additional Material: Coaching Pipeline Optimization

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Coaching

Participants will learn the basic purpose of coaching, which is to enhance the performance by encouraging the appropriate application of competencies – which in turn increases motivation and demonstrates corporate support. Participants will examine two levels of coaching: tactical coaching – helping the salesperson apply knowledge and skill to selling situations; strategic coaching – helping the salesperson assess situations and conditions, plan a strategy, and act appropriately.

Additional Material: Growth Gap Worksheet and Strategic Coaching Worksheet

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Goal Setting

The main function of the manager is to keep the sales team on target toward achieving its goals. To manage for these goals effectively, the manager must monitor performance by tracking actions and comparing results to predetermined benchmarks to determine if the salesperson is on target. Participants will identify actions and results to be monitored. Then, using the "Structural Analysis of a Sale" model, participants will identify benchmarks against which to compare monitored results.

Additional Material: Goal Setting Wheel

 

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Motivation

Participants will examine the link between corporate goals to the individual salesperson’s goals and explore ways to make that link a component for maximizing individual performance. Participants will also be introduced to the three categories in which many motivational factors fall: relationship, status, and achievement. Participants will discover that the manager’s first step in creating realistic performance expectations is to determine what motivates sales team members. 

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Blind Spots

We've got to constantly be improving the systems and processes we use to run an effective operation. Often times we don't realize we have blindspots on areas like coaching, hiring, onboarding, and supervising, that hinder our ability to improve performance or scale.

Additional Material: 13 Leadership Blind Spots

Meet Your Instructor

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Angel Salinas

Management Consultant

Sandler San Antonio

Angel Salinas is a Sales Management Consultant with Sandler Sales San Antonio. His career started in 1996 leading sales and marketing efforts for companies supplying industrial supplies globally. He lead commercial teams for 12 years and represented global companies such as Sinclair & Rush Inc., Engineering Product Solutions Inc., ITW Dykem, La-Co and Serigraph introducing products into Latin America.

Angel has been a certified Sandler Training coach since 2008. He has delivered more than 5,000 hours of sales training throughout his career.

Angel is bilingual, he has a Bachelor 's degree in International Business by Monterrey Tech and completed the Executive Management Program by the IPADE Business School in Monterrey. He is a 7 year Vistage member.

Angel´s core values are: Passion, Faith, Courage, and Making a Difference. He supports local chambers of commerce and his community through Habitat for Humanity. He is a board member for ACTS Missions. He loves sports and dogs.