73% of sales managers are promoted from a sales role, yet 86% receive no induction for the job. PriSM fills this gap. It's a proven framework with hands-on tools to help you:
Know if salespeople will succeed before hiring them
Motivate high performance in every sales meeting
Deliver coaching so everyone on the team hits quota
Improve pipeline, opportunity and forecast accuracy
Run strategic deal & account reviews that lift revenue
Prioritize efforts on the predictive indicators of success
Delivered as a revolutionary two-day training workshop followed by state-of-the-art personal coaching, PriSM quickly makes its mark on the sales manager's personal performance, their team's productivity, the company's sales culture and revenue attainment.
Professionalism in Sales Management™ shows newly promoted & experienced sales managers how to balance their dual role of leading people and managing metrics.
Reactions from Sales Managers attending PriSM
600 : 1
AV. PRODUCTIVITY LIFT
AV. RETURN ON INVESTMENT
AV. NEW SALES GROWTH
Module 1: Business Planning
■ What problem do you solve? ■ Who has this problem? ■ Ideal customer profile ■ Sizing your salesforce to the addressable market ■ Product lifecycles and customer adoption ■ Your value proposition(s) ■ Role of direct sales, channels & partners ■ Segmenting accounts by current, potential & non-financial values ■ Assigning accounts to the right salespeople
Module 2: Sales Process
■ Aligning your sales cycle to the customer journey ■ Modeling input, throughput and output in the pipeline
■ Linear vs. perpetual pipeline management ■ Avoiding fiction in the forecast ■ Creating demand ■ Lead management ■ Tollgates and measurements in the sales process ■ Velocity & conversion ■ Qualification
■ Models for Call, Opportunity, Account, Channel and Partner planning
Module 3: Field Coaching
■ How field coaching impacts revenue ■ Choosing who to accompany ■ Optimal hours ■ Ground rules for ridealongs and call monitoring ■ Laws and ethics ■ Managing customer expectations ■ How to observe your salesperson
■ How to score your salesperson ■ Curbside conference vs. formal coaching ■ Skills with the biggest impact
■ Building a team skill heat map ■ Using strengths to cover gaps ■ Developing the individual
Module 4: Opportunity Reviews
■ Defining the right sales for an opportunity review ■ Focus areas for each sales stage ■ Doing your homework
■ Preparing the salesperson ■ Inviting the review team ■ Involving industry experts ■ Create a safe environment
■ Curiosity and honesty vs guilt and blame ■ Presentation media ■ Understanding the sale ■ Testing the sale
■ Improving the sale ■ Capturing the best ideas ■ Mapping skills to actions ■ Managing risk after the review
Module 5: Sales Meetings
■ The role of a sales meeting ■ Making sure it's worth the cost ■ Avoiding "laundry list" agendas ■ What topics can you move to other mediums? ■ Polling team needs ■ Topics to include in a sales meeting ■ Assigning roles to team members ■ Inviting guest speakers ■ Choosing the right venue ■ Managing teleconferences and webinars ■ Staging effective sales kick-offs & conferences
Module 6: Talent Management
■ High-performance sales culture ■ Why salespeople work for you ■ Retainers and rewards ■ Motivation strategy
■ Defining "good, better, best" ■ Job descriptions and standards of performance ■ Maintaining a recruitment bench
■ Interviews as test drives ■ Effective onboarding. ■ Catch people doing good ■ Nutrition, rest & resilience
■ Managing under-performance ■ Dealing with toxic staff ■ Leading remote salespeople
The PriSM two-day workshop
You attend our two-day Professionalism in Sales Management™ (PriSM) masterclass after completing PrepSteps™ and starting a personal development journal to direct your learning experience. Working with sales management peers, you'll step through facilitated scenarios, discuss the right approach in different circumstances, then practice doing it in an environment where it's not how much you know coming in, but how much you improve that matters.
Professionalism In Sales Management™ (PriSM) uses no slides or lectures. Our studies into adult learning prove that having a trainer read slides on a screen is a waste of your time. So we don't do it. Instead we give you a series of videos to watch with short reading assignments before class starts.
This achieves all the knowledge transfer you need, and allows you to use class-time for anchoring these techniques deep into your 'mental muscle memory' where they become skills for life.
Here are the PrepSteps™ you'll complete before attending PriSM:
■ Watch knowledge videos for each workshop module (a sample of 4 videos is below)
■ Complete a PrepSteps Journal of ideas you get from the videos, as a focal point for class discussion
Overview of Sales Management
The Art of Field Coaching
Test Sales Skills in Job Interviews
Run a Strategic Deal Review
A weekly video broadcast of reminders, how-to tips and advice
to help managers implement PriSM concepts in the office,
plus a weekly competition for managers to upload selfie
videos of their own experiences, used as a tool for
peer-to-peer learning and culture shift. Over time these
assets build your sales coaching video library.
Managers tape a sales meeting, deal review or salesperson coaching session, and send us the recording* (or our consultants can attend in person or by phone). We report back on a REVU™ scorecard that lists PriSM improvement tips.
These records build a post-training performance dossier as an extension of the PrepSteps Journal that delegates begin before attending PriSM.
*Our online tool for remote observation (ROCKET) is ideal
for supporting PriSM NextSteps™.
What our clients say
PriSM helps sales managers solve real problems
"The intellectual collateral of the guys delivering this course was fantastic. Many times I've sat through these courses and they've been generic. But PriSM is extremely focused on our business, and allows us to solve our collective challenges together."
- Sales Operations Manager, UK -
World-Class manager development
“PriSM is the best course I've attended, not just in this company but in my whole career. It helps you cover the main areas of the management role, for reinforcing, reviewing and learning."
- Country Manager, Spain -
PriSM improves business strategy and tactics
"PriSM gave us the opportunity to bring the right focus to our business.
This is important at a strategic and tactical level.
It allowed us to take a step back and better manage the business overall."
- Sales Director, Middle East -
Better managers = better results
"After our managers adopted the PriSM model, it created a professional atmosphere in our offices that has an overall impact on the quality of the work we are doing, and on results. It's very motivating.”
- Chief Operating Officer, Belgium -
$150Mn in sales improvement from PriSM
"In a flat economy we forecast 5% growth and ended on 17%. I believe this jump is because a year earlier our managers attended PriSM, and the effects are now being seen. I have never seen such a blatant cause-and-effect link between leadership development and revenue. But with PriSM it's obvious.”
- Vice President, USA -
New tricks for old dogs
"What was very interesting was the session on Field Coaching. This showed us something new. Based on the results being achieved, I think it's a very exciting thing."
- Sales Effectiveness Manager, Germany -
PriSM improves talent management
"PriSM provides a solid approach for sales recruitment, coaching and talent management. It formalizes these activities so people clearly know what the
expectation is, and where you're both going together."
- Sales Director, UK -
PriSM adds to your experience
"We all have tonnes of experience in sales management, but the Opportunity Reviews and Field Coaching models I've been introduced to in the past two days are
great tools to give feedback in a more structured way to our sales teams."
- Country Manager, South Africa -
A lifetime of learning in two days
"PriSM should be mandatory training for all new sales managers. What it took me 20 years to learn as a leader was unpacked in two days. Where was this when I started? Most importantly, it shows sales management as a system you can tune. Priceless."
- Director of Sales, Australia -
Find out more
PriSM™ is provided as a bespoke corporate leadership programme not available in public seminars.
Sales Coaching Platform
Sales Manager Effectiveness Assessments
Sales Opportunity Clinics (deal reviews)
Sales Methodology Training
Sales Skill Coaching Services
Meeting Strategy & Rehearsal (pitch doctor)
Sales Transformation Consultancy