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Sales Management Leadership Development Program



Next Program Date: To be announced


The Sales Management Development Program strives to give ready mixed concrete sales managers the tools to have a positive, profound impact on their sales staff. Over the winter months, sales managers will work through a step-by-step process to assure their team kicks into full gear as the busy Spring season starts.

The Sales Management Development Program launches with a networking dinner of peers, followed by 2-day, intense workshop that focuses on the critical skills and tools needed by today’s ready mixed concrete sales managers. The content’s cornerstone is an industry-specific, real life case study where attendees team with colleagues to learn and implement new strategies that optimize the performance of a sales team while building personal management, leadership, and sales coaching skills.

Part 2: Webinar lectures
Following the 2-day workshop, participants partake in a mandatory series of 3 webinars over the winter months. The content is designed to reinforce and extend the workshop with additional, advanced sales management tools. Each webinar focuses on a critical topic to help sales managers coach their workforce by adding tactical skills that will drive revenue and build long term customer relationships.

Webinar #1: Sales Performance Assessments and Reviews…for Ready Mix Sales Managers

How do you know if your sales reps are individually performing at the top of their abilities…and if not, what you can do to help them?

  • Motivation and Barriers – the keys to performance

  • The 7 Performance Barriers – how to identify them and how to successfully address them

  • Motivation Strategies: “The Carrot or the Stick” and when to use them

  • How to conduct a performance review that generates positive results

Webinar #2: Personal Leadership and Coaching

Gain new insight into your personal managing and leadership style and skill as well as add new team strategies.

  • The important difference between management and leadership – and why it matters!

  • When to be a “Manager” and when to be a “Leader” – a critical difference!

  • The 4 Coaching Strategies – different coaching styles for different employees

  • “C4 Leadership” – how to become an effective leader


Webinar #3: Recruiting, Hiring, and Retaining Top Performing Ready Mix Sales Reps

Hiring is the #1 challenge of every ready mix sales manager. In this webinar you will learn how to spot potential top sales performers and how to identify the warning signs of a possible “wrong hire”.

  • Interviewing Basics – how to conduct a sales interview

  • Ready Mix Top performer indicators and warning signs

  • The “20 Power Questions” – why making s successful hire is about asking the right questions

  • Closing the Deal


Presented by Tim McMahon (bio).





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