2009 Management/Leadership Schedule

Month/Day

Reference Materials
Book 1 or 2:  Pages

Tabs and/or Titles

January 16

#1               1 - 52 

1) Recruiting and Interviewing

 

 

 

February 13

#1               53-62

1) Recruiting & Assessments
2) Decision & Onboarding

 

 

 

March 13

#2               271-285

1) Using Time Effectively
2) Delegating

 

 

 

April 10

#1               62-126
                   127-136

1) Understanding Your People
2) Communications

 

 

 

May 8

#2               21-50
                   129-142

1) Conducting Effective Sales Meetings
2) Managing Proposal Process

 

 

 

June 12

#1              169-204

Leadership:  1) Supervision
2) Debriefing & Coaching

 

 

 

July 10

#1              169-204

Leadership:  1) Mentoring
2) Performance Evaluation

 

 

 

August 14

#2              137-178
                   179-196

1) Team Selling
2) Selling to Groups

 

 

 

September 11

#2              111-128 
                   229-240

1) Sales Templating
2) Knowing the Competition

 

 

 

October 9

#2               77-86 

1) Territory Management

 

 

 

November 13

#2               1-28

2010 Sales Plan - Part 1
Setting Goals 2010

 

 

 

December 11

#1              137-168 

2010 Sales Plan - Part 2
Managing Behavior vs. Managing Sales

 Darrell Skramstad  
salespro@visi.com 
763-473-0235

Quote I have attended weekly Sandler President's Club sessions conducted by Sandler Trainer Darrell Skramstad. I am grateful to Darrell. The most important reason is that I now have a system that I can use in any business situation to establish and maintain control of the selling process. Sandler concepts like the "Up Front Contract," "Match and Mirror," Negative Reverse Selling," and "DISC Analysis" have helped tremendously. Personally, I have benefited from a "coaching" session with Darrell that helped me win a large printing contract. I am committed to changing my selling process and taking control of my career. Most importantly, I am evidence that Sandler Works! Quote

Dennis M. Bell Jr, Senior Account Executive WS Packaging Group, Inc.