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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 | January 23, 2018

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 | February 20, 2018

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 | March 20, 2018

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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