Sierra Management Solutions, Inc. is a Sales Development Consulting company specializing in helping you acquire the right people for sales related positions within your organization, identify candidates and position holder's strengths and weaknesses, improve performance and provide coaching and training to help raise the bar. Once we have determined that you have have the sales and support people who can perform at a level demanded by your industry, and who also possess the right skills and motivation, we put together an effective development program to identify and correct weaknesses.
Programs include Corporate Position Benchmarking, Corporate Recruiting, Sales Training, Sales Management Training, and Customer Service Training using industry Best Practices for a Structured Sales Process. Training is conducted by Sierra Management Solutions on a company by company basis both in Corporate Mastermind Groups and in the form of Public Teleclasses. Corporate training focuses on specific needs within the scope of the demands of the industry and the structure of the company. The curriculum combines instruction in gut-level selling and other fresh strategies for controlling a sale with strong emphasis on behavior, techniques, and the psychology of sales, ranging from using reverse psychology to developing a successful sales personality.
 Sierra Management Solutions, Inc. is owned by
Karen Wood.
Karen Wood, the Owner/President of Sierra Management Solutions brings over 20 years of sales and sales management experience focusing on technology sector in Silicon Valley. Her extremely successful career has seen her build sales organizations for both start-up companies (XA Systems, Unison Software) and for established software companies such as Legent Corporation. Her track record includes a successful IPO and participation in the profitable sale of two companies.
 John Santilena, Owner/Partner in Sierra Management Solutions was a Martial Arts Instructor for fourteen years. His discipline was Kuk Sool Won, a traditional style of Korean Martial Art. This unique style was developed from the Tribal Clans of mid-evil Korea as well as Buddhist tradition and the royal court of Korea. It was through his desire to excel in the martial arts that John found the similarities that relate to excellence in sales.
John’s sales background goes back to his college days when he sold for a leading consumer products company. John developed a strong management background working for several leading technology companies. He has served at the Vice President and Director level for such companies as Charles Schwab, Citibank and DHL World Wide Express. John was President/CEO of a company he founded, Precision Applied Communications Engineering, Inc, (PACE) where he was responsible for sales and marketing of integrated systems solutions specializing in the marriage of computer technology and software for the health care industry. PACE focused on hardware and software applications designed to raise the level of efficiency in the smaller care facilities throughout the state of California. It was while President of PACE that the relationship between the Martial Arts and the rigors of running a company came together.
It is the realization that sales demands that same discipline, commitment, desire and endless practice that John became an owner/trainer for Sierra Management Solutions, Inc.. John is also certified as a professional analyst in Behaviors (CPBA), Values (CPVA) and Attributes (CAIA) by Target Training International.
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Sierra Management Solutions works with your Sales Management Team to Assess your Sales Force, to identify both strengths and weaknesses. We then formulate a development program to improve your salespeople in the areas of Attitude, Behavior and Technique. More Info.
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We assist our clients in their recruiting efforts. Our unique process helps you define the specific requirements for your ideal candidate. We work with you to develop the required advertising to create your candidate pool. We will pre-interview all applicants and conduct a skills analysis to determine if they will actually sell. We will only send those candidates to you who are worthy of your time in the actual interview process. Since we have completed a skills analysis we are able to inform you in advance just how much additional training they will require to produce in accordance with your expectations. The results are GUARANTEED. If you would like a free CD that explains our entire process please click More Info.
See also the Job benchmarking process described below.
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Sales Candidate Screening
Sierra Management Solutions can also assist you in your recruiting process. Our Sales Candidate Screening process can help you avoid costly turnover by providing an objective assessment of a sales candidate’s selling skills and growth potential. This pre-employment test is superior to psychological, personality, behavioral and aptitude tests in diagnosing and identifying sales-specific problems and challenges. The screening will give you a predictable view of the potential performance of a sales candidate before you make your costly hiring investment.
Job Benchmarking
One of the key services provided by Sierra Management Solutions to their clients is Job Benchmarking. This process uses the Target Training International Trimetrix System of assessments. It is a process whereby the perfect candidate for a job is defined through the three personality dimensions, Style (DISC), Motivation (PIAV) and Skill Set (Attributes). Once the job benchmark is complete a detailed training or hiring program can be developed which dramatically enhances an organizations ability to grow.
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Sierra Management Solutions provides a complete schedule of courses based on the Common Sense Selling methodology. In addition to both basic and advanced sales training, we offer training courses in Management, Sales Management, and Customer Service. Classes are held both in a public format and on-site for corporations.
Our training model involves both impact training and reinforcement training. Those clients who are involved in our public training attend Mastermind Teleclass Groups, both beginning and advanced. Interactive training sessions are conducted that consist of an exciting combination of workshops, real-world role-plays, problem solving clinics and ongoing reinforcement.
Corporate clients may also choose to have us train on-site. We deliver a combination of impact training and a reinforcement program Knowledgeable and experienced trainers lead the way, providing plenty of individual attention to your sales people as they gradually assume “ownership” of the powerful skills taught in each of the system’s training modules. More Info
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