Popular One-Hour Seminars/Webinars Presented by Sales Performance Expert Alan Rigg
Our president, Alan Rigg, delivers the following one-hour seminars/webinars frequently. Click any of the following links for a brief seminar/webinar description:
The Keys to Effective Time, Territory and Account Management
Chances are you have heard the old adage, “Time is a salesperson’s only inventory.” It may be old, but it is just as true today as it was when first spoken. We all have a fixed amount of time and, once we apply it to any activity, that time is gone forever. We can never get it back.
Are you using your valuable time in the manner that will maximize your sales outcomes? Are you strategic in how you plan your sales territory coverage? Have you developed a comprehensive plan for maximizing penetration of every one of your assigned accounts? If you cannot answer a confident “yes” to all three of these questions, you will benefit from attending this program!
Alan Rigg, author of How to Beat the 80/20 Rule in Sales Team Performance, How to Beat the 80/20 Rule in Selling and creator of the 80/20 Selling System™, has helped business owners, executives and managers at hundreds of companies build and manage top-performing sales teams. In this presentation he will share the most effective time, territory and account management strategies he has uncovered during his 24 years in sales and sales management.
You will learn:
- A time management strategy Alan personally used early in his sales career to catapult his results from ordinary to extraordinary
- The specific information you need to track in order to be able to sell strategically
- How to maximize penetration of large/key accounts
- A sales territory management strategy that will work for 95% of all sales organizations
As an added bonus, all seminar/webinar participants will receive 30 days of complimentary access to his 80/20 Sales Leader membership website (a $47 value). Enjoy a rich selection of online sales and sales management training resources, plus the opportunity to speak directly with Alan during four scheduled calls!
Suggested Attendees: Salespeople, sales managers, small business owners, entrepreneurs
(back to top)
The Secret to Closing More Sales
Closing is certainly an important sales activity as the time, effort, and resources invested in managing sales cycles are wasted if orders are not secured. However, the real secret to closing sales is doing a great job at the front end of the sales cycle. In other words, it is the quality of the work that is done during the opportunity qualification stage of the sales process that determines whether a sale will close, as well as how hard or easy it will be to close.
Alan Rigg, author of How to Beat the 80/20 Rule in Sales Team Performance, How to Beat the 80/20 Rule in Selling and creator of the 80/20 Selling System™, has helped business owners, executives and managers at hundreds of companies build and manage top-performing sales teams. In this presentation he will teach you his proven, four-step process for doing an outstanding job of sales opportunity qualification.
You will learn:
- Six common reasons why sales don't close
- Why doing a great job of sales opportunity qualification is the secret to closing more sales
- A four-step process for successful sales opportunity qualification
- How to use the information collected during sales opportunity qualification to improve the effectiveness of proposals and product demonstrations
- Five closes that work
All seminar/webinar participants will receive Alan's "The Secret to Closing More Sales" Special Report. And, as an added bonus you will receive 30 days of complimentary access to his 80/20 Sales Leader membership website (a $47 value). Enjoy a rich selection of online sales and sales management training resources, plus the opportunity to speak directly with Alan during four scheduled calls!
Suggested Attendees: Salespeople, sales managers, small business owners, entrepreneurs
(back to top)
How to Develop an Effective Sales Compensation Plan
Developing a sales compensation plan can be a pretty intimidating undertaking. What are the most critical decisions you need to make? What compensation plan structure will motivate your salespeople to achieve the targets you set for them…without producing unintended consequences?
Sales performance expert Alan Rigg has helped hundreds of organizations develop effective sales compensation plans. Key questions and concepts from his popular sales compensation product drive this real-world discussion about how to develop a customized compensation plan that will motivate your company’s salespeople to achieve their sales goals.
You will learn:
- Why 100% commission plans don't work
- Income floor alternatives
- Should commissions be calculated on revenue or gross margin?
- Why incentives fail
- 9 steps to developing an effective sales compensation plan
All seminar/webinar participants will receive Alan's "How to Develop an Effective Sales Compensation Plan" Special Report. And, as an added bonus you will receive 30 days of complimentary access to his 80/20 Sales Leader membership website (a $47 value). Enjoy a rich selection of online sales and sales management training resources, plus the opportunity to speak directly with Alan during four scheduled calls!
Suggested Attendees: Business owners, executives, sales managers, sales operations managers, general managers, finance managers
(back to top)
How to Eliminate Stalled Opportunities from Your Company’s Sales Opportunity Pipeline
What is the condition of your company’s sales opportunity pipeline? How many of the opportunities have been stalled at the same step in the sales cycle for weeks…or months?
If sales forecasts and opportunity pipelines are inaccurate, or if opportunities do not close in predictable time frames, it can wreak havoc on vital financial measurements such as revenue, profit, and cash flow. This makes maximizing the accuracy of sales forecasts and opportunity pipelines critical to your company's success!
Alan Rigg, author of How to Beat the 80/20 Rule in Sales Team Performance, How to Beat the 80/20 Rule in Selling and creator of the 80/20 Selling System™, has helped business owners, executives and managers at hundreds of companies build and manage top-performing sales teams. In this webinar he will teach you his proven process for eliminating stalled opportunities from your company’s sales opportunity pipeline, once and for all!
You will learn:
- Why doing a great job of sales opportunity qualification is critical to forecast and pipeline accuracy
- How to inspect pipeline data quality
- Three common flaws that cause forecasting and pipeline management systems to fail
- Why “valid next steps” are crucial to sales opportunity pipeline accuracy
- How to design sales opportunity pipeline reports to maximize accuracy and utility
All seminar/webinar participants will receive Alan's "How to GUARANTEE the Accuracy of Your Salespeople's Forecasts and Opportunity Pipelines" Special Report. And, as an added bonus you will receive 30 days of complimentary access to his 80/20 Sales Leader membership website (a $47 value). Enjoy a rich selection of online sales and sales management training resources, plus the opportunity to speak directly with Alan during four scheduled calls!
Suggested Attendees: Business owners, executives, sales managers, sales operations managers, general managers, finance managers
(back to top)
How to Get the Results You Want From Your Sales Training Investments
One clear priority when working with new salespeople is training them to sell your company's products and services. One desirable outcome of such training is for the salespeople to become productive quickly. Unfortunately, many sales training programs fail miserably at accomplishing this goal.
Why do sales training programs fail? Some fail because the content is poorly designed, or because the trainer does a poor job of delivering the content. However, valid, well-designed training programs also fail. This webinar explores four reasons why well-designed sales training programs fail and how to avoid these training failures.
Alan Rigg, author of How to Beat the 80/20 Rule in Sales Team Performance, How to Beat the 80/20 Rule in Selling and creator of the 80/20 Selling System™, has helped business owners, executives and managers at hundreds of companies end the frustration of 80/20 sales team performance (where just 20% of salespeople produce 80% of sales results). In this presentation he will teach you his proven process for designing and delivering sales training programs that produce the desired outcome and return on investment.
You will learn:
- Common symptoms of sales training program failures
- Four key reasons why sales training programs fail
- How to design product and service training curriculums and tools to help salespeople rapidly gain traction with new products and services
- How to accomplish permanent change to your salespeople's behaviors
All seminar/webinar participants will receive Alan's "How to Get the Results You Want From Your Sales Training Investments" Special Report. And, as an added bonus you will receive 30 days of complimentary access to his 80/20 Sales Leader membership website (a $47 value). Enjoy a rich selection of online sales and sales management training resources, plus the opportunity to speak directly with Alan during four scheduled calls!
Suggested Attendees: Business owners, executives, sales managers, sales operations managers, training professionals, human resources professionals
(back to top)
How to Hire More Top Sales Producers and Jump-Start New Hire Sales Performance
How expensive are sales hiring mistakes? To answer this question, take a look at the difference in revenue, gross margin or profit (whichever number is most important to you) produced by your company’s top sales producers and your bottom sales producers. Then add in the costs of recruiting and training new salespeople. What do these numbers add up to for YOUR company?
Alan Rigg, author of How to Beat the 80/20 Rule in Sales Team Performance, How to Beat the 80/20 Rule in Selling and creator of the 80/20 Selling System™, has helped business owners, executives and managers at hundreds of companies end the frustration of 80/20 sales team performance (where just 20% of salespeople produce 80% of sales results). In this presentation he will teach you his proven, step-by-step processes for consistently sourcing, identifying and hiring top sales producers and jump-starting new hire sales performance.
You will learn:
- Why sales hiring mistakes happen
- How to write an effective sales recruiting ad
- How to create a list of performance-based screening and interview questions
- How to determine whether sales job candidates have the talents required to “walk their talk”
- How to train salespeople to “get dangerous quickly” with new products and services
All seminar/webinar participants will receive Alan's "How to Hire More Top-Performing Salespeople with Performance-Based Recruiting" Special Report. And, as an added bonus you will receive 30 days of complimentary access to his 80/20 Sales Leader membership website (a $47 value). Enjoy a rich selection of online sales and sales management training resources, plus the opportunity to speak directly with Alan during four scheduled calls!
Suggested Attendees: Business owners, executives, sales managers, human resources professionals, training professionals
(back to top)
For More Information
If you would like to explore the possibility of having Alan address your group, please call our toll-free number or send us an e-mail. We will be happy to schedule a no-obligation telephone appointment to discuss your organization's specific situation.
80/20 Sales Performance
10559 East Tierra Buena Lane
Scottsdale, AZ 85255
Toll Free: (866) 531-3917
