Sales Excellence Institute

Executive Education - Customized Programs

Our Approach
Managing Sales Process
Managing Salespeople
Managing Customers

Managing Salespeople

Follows examples of executive education programs offered by SEI Executive Education.

Sales Leadership

Focusing on the competencies that correlate to performance for each client, leadership improves sales managers’ ability to motivate, drive corporate strategy and execute a successful business plan.

Modules
  • Motivation
  • Strategic information flow
  • Planning for success
  • Managing Up

Encouraging Initiative and Creativity

In most sales organizations managers that think creatively, take initiative, and encourage team members to do the same outperform other teams. In this course we explore why some organizations are less creative than others, and how to move to an open and creative problem solving culture – for the team and the team’s customers.

Modules
  • Effective communication
  • Listening skills
  • Corporate cultures
  • Problem solving

Strategic Communication

Frontline sales managers know the goals, strategies and objectives developed by company executives and Marketing – but research shows that high performing sales teams are very adept at connecting the dots between these strategies and their own team’s financial, customer and product targets. This course explores these connections and identifies valuable ways for the sales manager to improve the team’s performance by focusing on the corporate plan.

Modules
  • Strategic information flow
  • Financial management
  • Metrics

Coaching

The Conference Board of Executives cites a 17% improvement in revenue with consistent coaching. Sales coaching improves salespeople’s performance and morale and customer satisfaction.

Modules
  • Strategic information flow
  • Financial management
  • Metrics

Time Management

Time management training enhances time management skills which transfer to better efficiency and improve performance. Effective training provides students with tools to be used every day to manage their time.

Modules
  • Procrastination
  • Organization
  • Goal-Setting
  • Planning/Scheduling/Calendaring
  • Prioritization

HR Practices

The job of the sales manager is to hire, train and develop salespeople. These functions require coordination with HR and effective use of HR processes. And, when these functions aren’t effective, the same is true about performance management and firing.

Modules
  • Delivering a return on the training dollar
  • Designing and using personal development plans
  • Effective hiring and interviewing

Building a High Performance Sales Culture – Senior Management Training

Sales executives have more impact on the sales culture than any other facet of their business organization. Executives, by their actions, determine whether their organization continuously strives for high performance, or accepts less. Executives create a culture of loyalty, trust, service to the customer – or they don’t.

Modules
  • High Performance versus High Stress
  • Transformational Leadership
  • Motivation
  • Managing Up and Sideways

Corporate Culture – Senior Management Training

Each organization has a unique culture. The culture of high performing organization is apparent when you step inside the door. Culture determines how a company’s sales force and customers react to a company’s programs and relations.

Modules
  • A high performance sales culture
  • Ethics, Integrity, Honesty and Trust
  • The right culture for your company and your team

Organizational Identification – Senior Management Training

Organizational identification is a significant research focus for SEI and many other academic institutions. Research confirms that salespeople that have a strong identification with their company are more likely to exceed expected performance, do more than their job requires, are more loyal and less likely to leave.

Modules
  • Factors that affect OI
  • What can a sales manager do?
  • Strategic information flow

Inclusion

In today’s small sales world, organizations that do not gain insight by including all points of view and all backgrounds lose. In today’s world sales organizations that do not reflect the face of the customer lose. In today’s world inclusion isn’t an HR policy, it’s a corporate and sales strategy necessary to be successful and key to a high performance culture.

Modules
  • Hiring for diversity and inclusion
  • Cultural and ethnic differences in buyer behavior
  • Sharing ideas in a diverse sales organization