mkoadno

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PURPOSE & BACKGROUND

Ready mix sales managers need every tool in the box to survive in today’s difficult market. If you are stressing about hitting sales goals with fewer customers, fewer sales reps and smaller budgets, then the concepts in this hard hitting workshop are for you.

HOW YOU WILL BENEFIT

The course focuses on acquiring immediately applicable and competitive skills. It provides attendees with state-of-the-art strategies and methodologies to plan and execute short and long term sales performance of individuals and the team. At the end of the course, attendees will be able to:

• Manage your own key accounts while optimizing communication with your sales team.
   

• Move from a people management model to a decision management model so sales staff’s actions directly impact business.
   

• Develop complex solutions for more lucrative contracts.
   

• Recruit and train a higher caliber of sales professionals for a team environment.
   

• Recognize your sales reps’ road blocks and help them develop strategies to increase their productivity.
   

• Use analytical tools to judge the difference between heavy territory activity vs. time management for quality results.
   

• Increase staff’s close ratio through methods tailored to the customers’ decisions to buy.
   

SEMINAR TOPICS

1. Defining world-class sales standards
    

2. Territory management strategies
    

3. Coaching and mentoring
    

4. Performance assessment
    

5. Hiring and mentoring
    

WHO SHOULD ATTEND?

Ready mix concrete sales and area managers, as well as smaller producer-owners. Additionally, anyone responsible for budgeting, forecasting, and generating sales revenue in a group environment will benefit from this course.

ONLINE INSTRUCTION

Sales managers participate in six online lessons that conclude with their own personalized "action implementation" assignment for each lesson. Attendees then participate in a daily web conference with their class peers where they share their findings and provide suggestions.

CERTIFICATION

Upon full completion of the online lessons, attendees submit their homework via email prior to the start of the daily webinar. They receive a Pass/Fail grade for each assignment. At the end of the class, attendees test for NRMCA Sales Management Certification. Students must have already earned NRMCA’s CCSP certification in order to earn the Sales Management designation.

For additional information, please contact Shawnita Dickens at 240-485-1154 or by email at sdickens@nrmca.org.

REGISTRATION FEE

SYSTEM REQUIREMENTS

PC Users │ Minimum System Requirements:

• Internet Explorer® 6.0 or newer, Mozilla® Firefox® 2.0 or newer (JavaScript™ and Java™ enabled)
   

• Windows® 2000, XP, 2003 Server, Vista, or Windows 7
   

• Cable , DSL, or better Internet connection
   

• For courses with audio components USB headset recommended, otherwise need microphone
  and speakers.

Mac® Users │ Minimum System Requirements:

• Safari™ 3.0 or newer, Firefox® 2.0 or newer (JavaScript™ and Java™ enabled)
   

• Mac OS® X 10.4 (Tiger®) or newer
   

• PowerPC G4/G5 or Intel processor (512 MB of RAM or better recommended)
   

• Cable, DSL, or better Internet connection
   

• For courses with audio components USB headset recommended, otherwise need microphone
  and speakers.

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