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Cracking the Sales Management Code

Based on the groundbreaking research revealed in the best-seller Cracking the Sales Management Code, this 2-day workshop introduces innovative sales management best practices that have been implemented by thousands of sales managers globally. This new public version of the workshop has been specifically designed for small and medium sized businesses.

During this interactive working session, you will be exposed to the latest sales management frameworks and learn how to integrate them into your own sales management system. You will leave with an action plan to improve your management strategies, processes, skills, tools, and metrics to drive greater sales rep productivity.

Who Should Attend

  • Sales VPs, Directors, and Managers
  • Training and Development Professionals
  • Sales Operations

What You Will Receive

  • A signed copy of Cracking the Sales Management Code (McGraw-Hill 2012)
  • Insights into the latest sales management frameworks and tools
  • Actionable insights you can use immediately with your team

What You Will Learn

The evolving role of the front-line sales manager and sales leader

  • Why and how to develop sales managers into a competitive advantage in the 21st century
  • How conventional management strategies actually hinder sales performance

The management ‘rhythm’ that defines a manager’s world

  • Which management rhythm is right for you
  • Which meetings and activities create the greatest leverage

How to manage different sales processes

  • Which 5 critical sales processes we uncovered in our research
  • How to choose the best processes for your particular team
  • How to expertly coach different types of sales roles (territory rep, account manager, inside sales, etc.)

Which sales tools are the best fit for your team

  • Which best practice tools truly enable better selling
  • The role of CRM in elevating sales performance

How to select the sales metrics that make a difference

  • The 3 types of sales metrics world-class companies collect
  • Which metrics you can manage and which you can’t
  • How to choose the few key measures that will focus your team

How to use sales metrics to influence rep performance

  • How metrics help link activities to results
  • How performance metrics influence sales force behaviors
  • How to use metrics to improve the impact of coaching

Additional Support

An optional XCG Quick Start package (Customization of CSMC for your organization, 3 Months of Coaching the Coach support, etc.) is available for all attendees at an additional fee. Please contact XCG – Steve Cadley 770-569-5553 – This email address is being protected from spambots. You need JavaScript enabled to view it.

Cracking the Sales Management Code

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Where to Attend

 When to Attend

  • October 27-28


  • $2,895
  • Breakfast, lunch, and snacks provided each day
  • Group networking event on evening of first day 

Recommended Hotels:

Le Méridien Atlanta Perimeter
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  • Complimentary wireless internet
Hyatt Place Atlanta/Perimeter Center
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(770) 730-9300
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Crowne Plaza Atlanta Perimeter at Ravinia
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Courtyard Atlanta Perimeter Center
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Fairfield Inn & Suites Atlanta Perimeter Center
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  • Complimentary onsite parking
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  Phone: (719) 487-9563