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12/04/2023

017. How to Become a Stronger Coach and Leader of Your Sales Team (morning)

Instructor: Jim Pancero, CSP, CPAE

Level of Complexity: Intermediate/Advanced
9:00 AM - 12:00 PM

In this interactive workshop, Jim will show you, as the leader of your team, the selling skills you most want and need within your reps in today’s post-virus, hyper-competitive selling environment. You will learn the evolution of selling explaining why so many of your senior sales reps are still stuck in outdated and ineffective selling philosophies. We will discuss the selling skills you most value in the next sales rep you hire. You will also learn the five most critical selling skills (in addition to product knowledge) your team needs to achieve long-term selling success. A detailed workbook/action guide will be provided to help you take these ideas back to share with your sales team that includes a twenty-question evaluation of a sales rep’s selling skills.

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Effective Sales Incentive Design for Distributors: What’s the Right Plan?

Mike Emerson, Steve Deist

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