More than 40 Sales Managers of foundation repair contractors from all across the United States and Canada attended High Value Sales Management Training on July 9th and 10th at Foundation Supportworks® (FSI) Headquarters in Omaha, NE. On the first day, attendees went through introductions and started with discussions on how to develop the correct culture in the sales department, concentrating on high value activities as a best online pokies sales manager, building trust, pride and camaraderie within sales teams, and the correct process for hiring and retaining a successful salesperson. After lunch, the group was introduced to the philosophy of a resident sales pro. This role is typically filled by the sales manager and is the “go-to” person for all sales questions whether based on aptitude or attitude. Next, the manager ride-a-long process was explained in detail to provide maximum benefit for the sales rep and sales manager. The final subject addressed on day one was dealing with change. As new processes are implemented, resistance to change can occur. Preparing for resistance was discussed with tactics to get the best outcome.
The second day began with a discussion on the importance of having a consistent process for training newly hired sales reps and setting only high expectations for the entire sales staff. This was followed by a strategy session on establishing and maintaining positive relationships between the sales force and the production crews. Communication between these two departments was the focus of this segment; explaining that when these two departments are in sync and strive to help each other out, your company will in turn elevate to a whole new level. After a short break, new additions to the Best in Class sales program were introduced, with new content for sales managers to use in their weekly sales meetings. The group took a lunch break and then returned for the last segment of the training: role playing. In regard to honing a sales rep’s craft, role playing is one of the single most impactful yet underutilized practices of a successful sales rep. The group talked through the importance of role playing and new ideas to make role playing a staple item.