Building a World-Class Sales Organization 6-CD Set

Sales Management Training Program on Six Audio CDs Sold as a 6-CD set only (not sold individually) Descriptions of each audio CD listed separately 1) Setting the Smart Selling Foundation 2) People-Your 1st Product (Recruiting and Hiring the Best) 3) The First 90 Days (Send 'em to School) 4) Coaching Top Performance 5) Hands On Coaching 6) Sales Meetings that Drive Results! (Roadmap to Sales Metting Success)

Price: $795.00

2nd CD- Building a World-Class Sales Organization

(Only sold as a set--This is for description only) Second Audio CD: People – Your 1st Product (Recruiting & Hiring the Best) • You Gotta Have the Right People • Attitude + Skills + Activity = Success • Recruiting: a Process that Never Ends • Create the “Day in the Life” Description • Define the Ideal Candidate • Recruit, Don’t Absorb • Discover the Inner Person • Interview for the BEST Only • Hire Slowly, Fire Quickly • Recruit for Skills, Hire for Attitude

1st CD- Building a World-Class Sales Organization

(Only sold as a set--This is for description only) First Audio CD: Setting the Smart Selling Foundation • People do Business with People – Connect! • Selling is a Transfer of Trust • Smart Selling = Helping Them to Buy! • The Shortest Course on Selling • Re-focus on the M.W.O. • Vendor Approach vs. Partner Approach • Leading a Smart Selling Team • What Happens Before the Sales Call and After the Sales Call Trumps what Happens During the Sales Call!

3rd CD- Building a World-Class Sales Organization

(Only sold as a set--This is for description only) Third Audio CD: The First 90 Days (Send ‘em to School) • Think! • Orientation & On-Boarding • 30-60-90 Day Roadmap • Quizzing & Testing to Check on the Training & the Trainee (Inspect What You Expect) • Secret Shopping Yourself & Your Crew! • Catch Them Winning & Celebrate • MPs – KPIs and You!! • Practice, Practice, Practice!!

4th CD- Building a World-Class Sales Organization

(Only sold as a set--This is for description only) Fourth Audio CD: (Top 10 Focus Areas) Coaching Top Performance • A Sales Manager’s Job is Not to Grow Sales...It is to Grow Sales People • Communication & Coaching • The Purpose of a Meeting is NEVER the Meeting! • They’ll Do HALF What You Do Right and TWICE What You Do Wrong! • Managing the Culture • No Victims Here! • Empowerment!

5th CD- Building a World-Class Sales Organization

(Only sold as a set--This is for description only) Fifth Audio CD: (Top 10 Focus Areas) Hands On Coaching • Creation & Use of “Cheat Sheets” • MBWA – Management by Walking Around • “What Do You Think We Should Do?” • Performance is History, Progress is Making History! • Activity vs. Productivity, Busy-ness vs. Business • 3 Types of Coaching – Use Them All • Working with Manufacturer Reps • Using Your Inside Team • G.O.Y.A.

6th CD- Building a World-Class Sales Organization

(Only sold as a set--This is for description only) Sixth Audio CD: (Roadmap to Sales Meeting Success) Sales Meetings that Drive RESULTS! • The Game of Work • The Meeting is Never the Reason for a Meeting • A Plan for Meeting Success • Leave Stats & Numbers Out! • Easy on the Product Training • If They’re Not Engaged, They’re Disengaged • No Takers! • Work on Their Hearts, Their Minds, and Their Bellies!