Sales Management Programs with Mike Hourigan

Managing sales people is different from managing any other employees. That's why all of the sales management programs by Mike Hourigan draw from his experience as a salesperson, sales manager and Vice President of Sales and Marketing.

“Mike has definitely left us a stronger sales organization.”
-Celtic Life Insurance

Every company is different and every sales force is at a different level of proficiency. That is why all of Mike Hourigans' Sales Management Programs include YOUR products and address the issues in YOUR market place and the skill of YOUR team.

Here are some examples of how sales management programs were customized for clients:

  • A uniquely customized version of the "Hiring Sales People" program is used by Harley-Davidson dealerships across the USA & Canada
  • Hurst Jaws of Life completed a program on How to Manage a Manufacturers Rep Network
  • GMAC attended a program on Leading Change Through a Sales Organization

Mike is one of the top in his industry. His combination of superior business knowledge and professional delivery style has always "dazzled" our Harley-Davidson students.
- Retail Operations Manager, Harley-Davidson

Click to view a video of one of Mike's Customized Sales Meeting Program

Mike's Most Popular Sales Management Programs:

Sales, Sales Management and Customer Service Programs

Sales Meeting Speaker Mike Hourigan
"I appreciated the fact that you arrived a day early to view our hands-on training session and gain a better perspective of our business. Additionally, we appreciated the sensitivity of our distribution model and your remarks relating to it. It was nice to have a positive, factual presentation that our regional sales managers could relate to. Lastly, we appreciated the humor and candor in your presentation as the delivery was well accepted by our group."
Vice President, HURST Jaws of Life

What Does Change Have to Do with Sales?

Change affects your bottom line as well and your pipeline. Your market has changed, purchasing decisions have changed, and your sales force has changed. Buying decisions are being made using much different information than ever before. Your customer base consists of four different generations; 61% of LinkedIn members are between the ages of 35-64! In a word, they are your buyers and you better know how to approach them. Fear of change can be paralyzing to your customers and your sales people, but you do not have to let it.
Join author, keynote speaker, and former sales manager, Mike Hourigan, for this fast-paced, hilarious, and information packed presentation. Mike will show you how to improve your sales results by harnessing change and including it in your sales and management strategy.
Here are just a few of the takeaways:

  • You will learn why people fear change and how to overcome it and use it to your advantage.
  • You will learn how to use LinkedIn as a powerful prospecting and marketing tool.
  • Your will learn how all four generations make their buying decisions and how to sell to them.
  • You will learn how to motivate the fastest growing group in your sales force - the millennial generation.
Please click to the outline for the Sales Meeting Topic

Click to view a video of one of Mike's Customized Sales Meeting Program

Audience versions: leadership, management, HR, sales management, sales
Format: keynote, breakout, full day

Let’s Not Split the Difference: How to Get What You Want Through Negotiation

Many view negotiation as a mysterious process; others see it as manipulation or dirty tricks. Good negotiation is a healthy process where everyone leaves the table feeling good about the outcome, themselves, and most importantly - each other. From buying a car to making a multi-million dollar corporate purchasing decision, the skills are the same and everything counts! Every negotiation can be the beginning of the next negotiation and every negotiation has a beginning, middle and end. The trick to successful negotiation is making sure it is following your GPS system and getting you to your desired destination. Mike Hourigan will show you how to remain confident by staying in control of any negotiation situation. Don’t enter into another high stakes negotiation - including buying a car or house - without learning these powerful skills.

Here are just a few takeaways:

  • You will learn why fair-fair negotiation works better than win-win negotiation.
  • You will understand the four components of the negotiation process.
  • Your will learn how to disarm some of the nasty tricks other negotiators play.
  • You will learn how to prepare for a negotiation and present from a position of strength.
  • You will be less intimidated when approaching a negotiation.
Please click to view the outline for: Sales Training Program

Click to view a video of one of Mike's Customized Sales Meeting Program

Audience Versions: general audience, management, leadership, HR, sales, sales management
Format: keynote, breakout, full day

The Hiring Economy: How to Avoid Investing in the Wrong Sales Person

The problem with interviewing salespeople is just that, they are sales people - and if they are any good, they will be able to sell themselves. The real issue is, are they the right sales person for my product, my clients, and my culture? All too often, we hire great sales people who fail miserably at the job and we don’t know why. Generally, we spend a lot of time checking references and crafting trick interview questions only to be fooled at our own game. Sales speaker, Mike Hourigan, is a veteran of the hiring game. He hired an entire sales force for a division of Olympus Corporation and he designed and delivered the sales hiring program for the Harley-Davidson network in the U.S. and Canada. Sales Management expert, Mike Hourigan, shares his secrets for interviewing, using profiles, and really checking references to find the perfect sales professional.

Here are just a few takeaways:

  • Why most interviews are just a waste of time.
  • How to get the right person for the right job.
  • How to improve your hiring odds through using hiring profiles.
  • How to improve the quality of candidates through innovative recruiting.
  • The best motivational techniques to retain great employees.

Audience versions: sales management, HR and management, leadership
Format: keynote, breakout , full day

"Mike’s program, Recruit, Train and Retain, is an excellent managerial overview of dealing with your most important resource – your staff. Effectively learning how to identify, attract, hire, orient, develop, reward, motivate and cultivate your associate base is invaluable in running a successful business. Mike Hourigan provides an excellent forum in which to develop and practice these skill sets." - HR Director, Harley-Davidson Canada

Taking the "Cuss" out of Customer Service

Many people feel customer service is just a fancy form of lip service. Other people feel it is their constitutional right to bully and demean anyone who interacts with customers either on the phone or in person. So what is a customer service representative supposed to do?

This practical program is filled with real answers to real customer service situations like how to work with a customer who is wrong.
Best of all you will leave with confidence to help you present your company and your product and yourself in any situation. Additionally, you will feel better at the end of the day and not dread the next day.

Here is what you will take away from this Customer Service Training Program:

  • how to deal with the nasty and abusive customer over the phone
  • how to respond to an aggressive client in person
  • how to defuse any angry person
  • where customers get their expectations
  • when and how to follow up with a customer
Please click to view the outline for: Customer Service Program

Click to view a video of one of Mike's Customized Sales Meeting Program

Audience versions: customer service, management, HR, sales, sales management
Format: keynote, breakout, full day

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