BASHO SALES MANAGEMENT SERVICES:
The 5-15-50 Principle

While it takes a certain set of skills to be an athlete, it takes an entirely different set of skills to coach. During this unique sales management training seminar, your managers learn how to reinforce sales skills through a unique pipeline management system based on specific targets unique to your environment. Learn more about the sales techniques and activities associated with each one:



Leading Your Team:

Inspiring a Sales Culture

Above all, a sales manager’s job is to raise the overall standard; to prove that the sum is greater than its parts. Igniting a passion for selling is critical to ensure that your team’s energy, enthusiasm, and action will yield massive results.

  • Know when to coach and when to lead
  • Why promoting a sales culture is a prerequisite to developing any tactical strategy
  • Cultivate sales captains through mentoring
  • Fuel your team’s desire to learn
  • Increase team productivity
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Coaching Your Reps:

Fostering Initiative

Here, we learn how to transfer ownership of the company’s goals from the manager to the sales rep. By establishing a common language and protocol, we can optimize the pipeline inspection process and gain clarity within any territory.

  • Employ modern coaching techniques
  • Acquire and enforce individual and team commitments
  • Motivate through reward and feedback
  • Create and review territory and revenue plans
  • Effectively communicate company expectations
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Pipeline Management:

Inspect What You Expect

Great leaders initiate, not implement. They inspire, not command. Leadership is about helping your team reach its full potential. By treating your reps like sales prospects, we learn techniques that create momentum toward a vision that is embraced by all.

  • Identify and track each unique sales milestone
  • Develop and measure performance objectives
  • Discover the power of team and individual activity tracking
  • Demonstrating consistency in your individual management style
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Reporting Your Results:

The Art of Accurate Forecasting

More than any individual sales rep, it is the sales manager that truly owns the company’s forecast. By substituting subjective summaries with objective classification, the entire sales funnel can be quickly analyzed. Our systematic approach to pipeline management provides step-by-step instructions to consistently deliver accurate numbers.

  • Consistently achieve 30-day forecast accuracy
  • Create relevant quarterly pipeline reports
  • Immediately discover gaps within the pipeline
  • Gain clarity through purging
  • Manage the process as well as your people
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