SBR Consulting organizes Sales Leadership Workshops in Sofia

Is this for you?

An effective and inspirational leader can make all the difference between a sales team which habitually nds reasons why a target cannot be hit, and one which consistently comes in over target. All too often salespeople are promoted into a management position because of previous success in the company and/or experience within the industry, rather than on actual managerial experience.

You will learn
  1. How to understand what motivates each of your people (this will be Money, Service, Personal Growth)

  2. How to help them set meaningful goals that align with your business objectives (10 steps to Goalsetting)

  3. How to structure regular accountability conversations to ensure ongoing achievement (C.O.A.C.H. model, expanded and detailed)

  4. How to confront poor performance so that it results in improvement, not resentment (Constructive Confrontation)

  5. How to conduct sales meetings that people want to attend

How?

Learn from experiences of working with many thousands of salespeople across industries. Join the SBR Consulting leaders as they impart ATTITUDES and PRACTICES you can immediately adopt to take your personal coaching of sales and business developers to new levels. Don’t expect speeches: this will be a practical, 4 hours hands-on workshop experience which will equip you with tools and confidence to influence results.

Educate

How to Build confidence in a new member of the team?

Coach

How is Coaching different and more effective than training?

Challenge

When is the right time and How to Challenge a person?

Entrust

What does a top producer need in order to stay?

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Stefan Ivanov Hedgehog, Sales Director

The workshop helped me with practical knowledge  regarding the different styles of leadership. I learned how to determine the priorities of the sales team and how to find the right personalized approach to each members.

Svetoslav Dimov CEO of DEV.BG

I've got a lot of value from a short 2 hours training. There was a networking effect as well as there were other people from the IT industry attending. 

Kosta Andreev Garanti Koza, Sales Director

Those kind of workshops are very important for sales leaders as well for sales representatives. I would  like to see more of this events organized which will give the opportunity to more sales managers to improve and get better results with their teams.

Alexander Serov, Antelope Audio Regional Sales Director EMEA

Very useful, well organized and structured training. I will implement the skill/will matrix in managing and leading my sales team. 

Asparuh Koev CEO of Transmetrics

The workshop was very useful for me because the content was practical and tested. I have MBA degree and in the university I learned a lot of theory but not something simple and useful in practice. This is exactly what I get from you guys. 

Ivo Krustev Founder of ENIGMA

The SBR Consultants gave us very well designed methodology for leading and managing sales team. They have demonstrated clear and understandable the best practices they use. I have applied the skill/will matrix right on the next day. 

Vanyo Gichev Sales Director, BG Menu

Me and my colleagues go often to trainings and workshops. This Sales Leadership Workshop was the first training that has gone "out of the standard box" and this is something we like.

Marin Iliev CEO, Magniflex

The ideas which I will try and implement are:  Everyone is motivated, find by what and channel it; Helping clients achieve their goals as a motivation factor; A comprehensive, all-sided approach to goal setting; The confrontation approach using the employee's own goals, etc. etc. 

Stella Georgieva BD Director, Ernst & Young

The most valuable idea for me this time was "The slight edge philosophy" and the small steps plan. This philosophy is very practical and you can see the changes faster as a result. 

 

Is this for you?

An effective and inspirational leader can make all the difference between a sales team which habitually nds reasons why a target cannot be hit, and one which consistently comes in over target. All too often salespeople are promoted into a management position because of previous success in the company and/or experience within the industry, rather than on actual managerial experience.

You will learn
  1. How to understand what motivates each of your people (this will be Money, Service, Personal Growth)

  2. How to help them set meaningful goals that align with your business objectives (10 steps to Goalsetting)

  3. How to structure regular accountability conversations to ensure ongoing achievement (C.O.A.C.H. model, expanded and detailed)

  4. How to confront poor performance so that it results in improvement, not resentment (Constructive Confrontation)

  5. How to conduct sales meetings that people want to attend

How?

Learn from experiences of working with many thousands of salespeople across industries. Join the SBR Consulting leaders as they impart ATTITUDES and PRACTICES you can immediately adopt to take your personal coaching of sales and business developers to new levels. Don’t expect speeches: this will be a practical, 4 hours hands-on workshop experience which will equip you with tools and confidence to influence results.


Speakers


Dan Moore

Dan Moore is the Senior Partner of SBR Consulting in London. He is a 1976 Honours Graduate from Harvard University and holds an Honours MBA degree from Vanderbilt University Owen School of Management. As the Senior Partner at SBR, he is responsible for product development, sales training, public relations, business statistics, forecasting and the development of new profit centres.

Dan has been invited as a keynote speaker to a number of organisations, both academic and professional, located in the USA, Britain, France, Estonia, Czech Republic and Bulgaria. Dan has trained more than 80,000 salespeople to be much more motivated and productive between sales calls, and far more effective within them.

Toma Staykov

Toma Staykov

Nine years into a career that has involved selling, leading sales teams and developing organisations in the US and Bulgaria.Toma choose to stay in Bulgaria because he is passionate about helping local companies and individuals grow their sales potential. Having set up the Bulgarian  branch of SBR Consulting, Toma specialises in winning business and designing, delivering and embedding Leadership and sales & business development programmes.

Toma has built his first sales team at age 21. In the past 5 years he has built a boutique Real Estate Consultancy from scratch and developed leaders who now run the company on their own. Toma believes that People are the most valuable asset of each business and if we focus on building the people, they will build the company.

Lars Tewes

Lars has over 25 years’ experience in sales and sales leadership as Sales Manager and then Managing Director, responsible for establishing three successful and currently profitable companies on behalf of the Southwestern Company. In 2002 his passion for professional selling and sales performance improvement led him to set up Southwestern SBR Consulting in London, to directly tackle the issues of business development, from strategic viewpoint, through to implementing tailored Business Development Programmes.

Over the past 10 years he has worked directly with over 250 firms from entrepreneurial start-ups to global financial and engineering and consultancy practices, helping improve their sales potential.

Josef Dvorak


Ten years into a career that has involved selling, leading sales teams and developing organisations in the US and across Europe, including recruiting, training, managing, leading and motivating 277 salespeople and leaders, Josef is passionate about helping companies and individuals grow their sales potential. Having set up the Czech branch of SBR Consulting, Josef specialises in winning business and designing, delivering and embedding sales and business development programmes within various industries. 

As Sales Performance Consultant, he uses his expert knowledge and experience to work closely with his clients to ensure that they have the right habits, tools and processes to drive revenues, increase productivity and develop high performance sales cultures.

Who do we consult?

Dom Moorhouse Moorhouse Director

Industry Sector: Management Consulting.
Programme Management Issue: Continual development of sales pipeline whilst maintaining current business.

"The efficiency in converting effort into results, following SBR Consulting’s training, is much greater.”

Lucia Andreucetti, Glue Reply Commercial Manager

Industry Sector: IT Technical Consulting. 
Issue: Maximising business potential through technical experts.

“ Following the SBR Consulting training we improved the quality and quantity of meetings by about 50%. Our guys were really energised to do what they previously thought they couldn’t - sell. ”

Matt Bythell, ARUP Asociate Director of Marketing

“The financial benefits of SBR Consulting’s programme were very clear to us. We were selecting our opportunities better. We were managing our pipeline more efficiently. Our conversion rates had clearly improved and overall the cost of sales were reducing. We were winning more for less ”