As your sales managers go, so go your salespeople. Salespeople will generally not do more than sales managers ask them to, and sales managers cannot coach them beyond their own personal capabilities to sell. Ultimately, it is the quality of the sales management that determines the quality of the sales organization and its long-term performance.
Our sales management training is usually offered in conjunction with the sales training being delivered to an organization. It can be delivered in a group format or one-on-one, depending on the number of sales managers. In addition, depending on where these managers are located the training can be delivered “live and in-person” or “virtually” over the web using our online sales coaching platform and web conferencing software. Regardless of how the program is delivered, all participants are given access to the Client Builder Academy™ online sales coaching where they are encouraged to build their own personal selling playbook and a sales operations manual for the company.
As always, our sales management training workshops are customized to the specific needs of our clients and they are linked to the findings of the Sales Effectiveness and Improvement Analysis and the Personal Sales Management Evaluations of each of the participants.
In addition to our sales training curriculum, here is the current curriculum of our sales management training program:
- Becoming a Great Sales Manager:The Essentials of Becoming a Good Sales Manager and Building a Great Sales Culture
- Building a Great Sales Culture
- The Essentials of Being a Good Sales Manager
- Common Myths and Misconceptions About Salespeople
- The Twelve Universal Sales Management Truths
- Recruiting and Ramp-Up: (The Effective Hiring and Onboarding of New Salespeople)
- Always Keep Your Eye Out for New Sales Talent
- How to Hire Salespeople Who Will Succeed
- Assessing Potential Sales Candidates and Uncovering the Hidden Weaknesses that Derail Sales Careers
- Who Sells Who In the Job Interview
- The Best Questions to Ask When Interviewing a Sales Candidate
- Onboarding a New Salesperson
- Motivating a Sales team: Promoting Overachievement and Setting Goals)
- Promoting Overachievement
- Motivating Your Salespeople
- Showing Salespeople How They Can Achieve Their Goals
- Getting Salespeople to Change
- Managing Sales Performance: (Setting Expectations and Holding People Accountable)
- Setting Clear Expectations
- Get Rid of Call Reports
- Monitoring Salespeople’s Prospecting Activity
- Managing the Sales Pipeline
- Holding Salespeople Accountable
- Resetting Expectations with an Underperforming Salesperson
- When It’s Time To Fire a Salesperson
- Coaching and Developing Salespeople: (The Secret to Building a High Performance Sales Team and Keeping It Intact)
- More Coaching, Less Inspection
- Utilizing a Unified Sales Process
- Coaching Your Salespeople on Selling Strategy and Techniques
- A Step-by-Step Process for Coaching Salespeople
- Role-playing with Your Salespeople
- Reinforcing the Sales Training
- Windshield Training (Accompanying Your Salespeople on Sales Calls)
- The Perils of Joint Selling
- The Effective Joint Sales Call
- Helping Your Salespeople Be More Realistic
For more insight on how to be an effective sales manager sign up to receive our FREE sales management advice by subscribing to our series on “Building a High Performance Sales Organization.” Each week you will get an email with new ideas and procedures on how to perform the most important aspects of managing sales.
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