Gold Standard Strategies Optimize Sales Coaching Performance, Expand Time, Frequency, Rep Allocation

Speakers

Warren
CEO, Porter Henry & Company
Will
President, Porter Henry & Company
Webinar Details
  • Date and Time
    Tue, Jan 21, 2020 at 11AM Pacific / 2PM Eastern
  • Duration
    1 Hour
  • Cost
    $0 (Free)
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Description

Sales coaching desperately needs help: sales managers average only 10% of their time coaching, 50% of new sales managers fail in two years, 65% of sales reps miss quota, turnover for many salesforces is 20% or more. The culprit is not the sales manager but methods and training to improve performance. The new gold standard for high-achieving sales manager has arrived with, new skills and, strategies:  in book format, comparable workshops, and this SMM webinar. 
    
This webinar provides a super- charged coaching  strategy and tools to improve sales team performance and  results, featured in our best-selling book:
  • Make coaching convincing, memorable, create ongoing rep practice with “skill mastery” tool  
  • Capitalize on “virtual sales coaching” to triple coaching frequency/reinforcement, save travel 
  • Allocate coaching for each rep by measuring (1) potential and (2) “coachability” for best ROI
  • Raise total sales coaching time to 25% from current low 10-15% (various studies).

About Warren Kurzrock

As CEO of Porter Henry & Company,  Warren has comprehensive experience in every facet of training development, including needs analyses, conducting training, manager development, custom project design, strategy, and long‑range planning. Warren starred as a company sales rep, was quickly promoted to sales manager and eventually became a top sales executive.  Warren holds a B.A. degree from Duke University and a Master's degree in marketing from the New York University Graduate School of Business.  As CEO, Warren has transitioned Porter Henry & Co. into a global company with 30 proprietary workshops for salespeople and sales managers, producing results for thousands of companies, ranging from Fortune 500 to small businesses.  

About Will Voelkel

With significant corporate experience and 23 years with Porter Henry Co., rising to President, Will has a successful experience in sales, sales management, sales consulting and sales training. Now as an independent consultant, Will brings a results-orientation and practical, usable skills and knowledge to his training courses. He has taught over 2,000 classes to 25,000 sales professionals focusing on sales coaching, sales negotiation, consultative selling, strategic account management, and leadership development. Will has helped craft, support and implement clients’ business growth and employee development strategies by producing tangible results in sales training and sales process consulting for more than 150 Fortune 1000 companies

Handouts

Handouts