Installing the ValueSelling Framework® for Sales Managers

Coaching

Once you have trained your sales representatives on the ValueSelling Framework®, it is critical to focus on sustaining, leveraging, and realizing the return on your investment.

Your sales managers have this critical role when installing the ValueSelling Framework. Once the classroom training is complete, sales managers must be expected to consistently implement, apply and reinforce the skills and behaviors taught in the classroom.

ValueSelling Associates recommends that all clients require all levels of sales management to attend a one-day workshop designed for managers to install the ValueSelling Framework. Coaching skills and reinforcement strategies are the focus of this program.

Sales managers implementing ValueSelling will learn how to leverage best practices and adopt the key skills necessary to the ValueSelling Framework.

• Assess opportunities and their level of qualification using the Qualified Prospect Formula®.
• Utilize the ValuePrompter® to effectively pre-call plan and advance the opportunity.
• Provide truthful, specific and positive feedback to a sales representative, enabling him to confidently and competently execute ValueSelling.
• Integrate key terminology of ValueSelling into all sales management processes.