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Leading Your Team’s Selling Processes as a Coach and Leader of Your Sales Team

Presenter: Jim Pancero


The two major responsibilities of a sales manager and leader are to: 1) manage and motivate their people and 2) to lead the team’s selling processes. This program discusses and addresses how you, as the coach and leader of your team, can coach, guide and direct your team’s selling efforts. You will learn the multiple-stepped processes of selling, including the distribution selling process, how to take advantage of selling process campaigns, and how to think and plan more moves ahead than your competitors. A detailed program workbook is provided below.

Download the Workbook


Jim Pancero’s work has one bottom line focus--to increase an organization's strategic competitive advantage and market uniqueness. His information-intensive training programs and in-depth consulting work detail his innovative selling processes and strategies for the new economy and global marketplace.

Jim’s combination of humor and real-world examples evolved from his experience researching and training in over 80 different industries. He has been directly involved in "business-to-business” selling for over 40 years. Six of those years were spent successfully selling the largest computer systems for the data processing division of the IBM Corporation. During Jim's prestigious IBM career, he earned several awards including the coveted "Golden Circle" designation, which is awarded annually to the top 5% of their international sales force.

In 1982, Jim founded his advanced sales training and consulting company. Since then, Jim has conducted over 3,000 presentations or consulting days for over 600 companies.