Course Introduction
Enterprise selling differs from transactional selling. It requires additional skills and knowledge as a salesperson to do it well. When you sell at the enterprise level, you are not just selling a product or a service, but are creating a relationship. This relationship will likely involve multiple decision makers, complex issues, and involve a high level of communication and team involvement.
Dave Mattson, CEO of Sandler Training, shares his expertise on a variety of topics dealing with sales. These include: main elements of enterprise selling; differences between enterprise selling and transactional selling; skills salespeople need to have for large scale enterprise-wide sales; the use of a “cookbook” to create a plan that works for sales teams management; tools and software that can help sales leaders and their teams; how some sales leaders manage by setting quotas for their sales teams; use of a quarterly business review to meet long-term customer needs; why sales leaders should create a “cookbook” of goals and specific projections; compensation programs tied to the specific goals of the sales force; and what happens in a sales department where nobody knows their role or responsibility, and there is no accountability.
Who Should Attend
- Senior Sales Managers
- Sales Heads
Course Methodology
This self-paced e-learning course is based on an interview with David Mattson, CEO of Sandler Training, and author of theSandler Rules for Sales Leaders.
Learning Objectives
- Using enterprise selling, the difference between enterprise selling and transactional selling, skills needed for enterprise selling
- The best way to manage sales team, using a middle-ground strategy to manage sales people, and choosing sales management tools
- Handling a quarterly business review
- Becoming better at forecasting
- Sales leaders and compensation structures for their sales teams
- Creating a culture of accountability in a sales organization
Course Modules
- Selling To Enterprises
- Managing Enterprise Sales
- Tools For Enterprise Sales
- Creating The Right Culture
