2024 TMSA ELEVATE Presentation: Modular Sales Thinking: Training & Coaching Tools that Drive Transportation and Logistics Sales by James Kenny at Western Illinois University

How would you like to take an applied coaching seminar that focuses on increasing your sales leader effectiveness? This interactive program will teach you how to use modular sales thinking to provide greater outcomes for your sales team. The expected outcome of this program is to improve your sales coaching skills by demonstrating how to build modular sales training segments to increase your sales team’s effectiveness. This program uses worksheets, exercises, and case studies to assist you in learning how to immediately apply modular thinking to approach any sales training challenge. A sample of the examples to be used in the workshop include the sales process, pre-call planning, vital sales skills behavior modules, questioning modules, handling objection modules, and sales teaching and coaching efficiency modules. Attendees will learn: How to build outcome-based modular sales tools to assist in teaching, training, and coaching the sales process. How micro-learning and modular thinking can be used to reduce training time for sales representatives. Case studies and sales training exercises will be used to demonstrate each of the workshop’s outcome-based objectives