Assessment Methodologies
Management and Leadership Solutions
Training and Development Methodologies
Coaching

Bovo-Tighe Sales Management Excellence™

Executive Summary

Great sales organizations realize that the ability to make sales consistently is rare. Fortunately it is a skill that can be learned, and one that needs frequent updating, along with a commitment to continuous improvement. The Bovo-Tighe Sales Management Programs will provide the key skills of creating a culture of selling, along with the approaches required to sustain the enthusiasm and passion that is so critical to top level performance in most sales arenas. As with most Bovo-Tighe approaches, these are designed to give sales people and their managers a practical, state-of-the art process based upon key mindsets that are practiced by all high performers.

Key Topics/Learning Objectives Covered

• The key mindsets of successful selling
• Assessing your skills and developing a personal approach
• The key types of sales
• Territory management
• Understanding the product - really understanding it
• Understanding why customers buy
• The sales process, from opening through closing
• Maintaining energy and enthusiasm
• Engaging gatekeepers as allies
• Strategic selling and selling to groups and special approaches
• High end, or Big Ticket selling
• Building great long-term customer relationships
• Bringing it all together in a high performance culture