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UID Year Round: Gaining More Control of the Sales Process
“How to help your team gain more control of their selling processes” - This interactive program will show you, as the sales manager, how to help your team gain more control (and consistency) to their selling structures and processes. You will learn the critical importance of the selling control gained when your team follows the steps of a sales call. We will also discuss how the detailed eight steps of the distribution “Identify to Close” selling process can help your team think and plan more moves ahead than your competitors. How to lead your sales reps through detailed account planning will also be covered. A detailed workbook/action guide will be provided to help you take these ideas back to share with your sales team including a four-page account planning form template.

Intended Learning Objectives:
- Learn how to use the provided sales tools and structures to help your sales reps gain more control (and success) over their competitive selling processes
- Learn the consequences of not understanding (or following) the steps of a sales call
- Learn the detailed action steps that will improve the selling outcomes from each of the eight steps in the “Identify to close” multiple-stepped selling process.

Sep 15, 2020 01:00 PM in Eastern Time (US and Canada)

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Jim Pancero, CSP, CPAE
Jim is a Dallas based business-to-business sales and sales leadership expert and Hall of Fame professional keynote speaker and trainer. Jim has the leading-edge solutions you need to increase your team’s competitive advantage. A leading go-to sales and sales leadership strategist for over three decades, Jim has been influencing, guiding and inspiring sales teams in more than 80 different industries to increase their sales, market share and profitability.