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SALES MANAGER TRAINING

 

 

sales manager training program excitement       “35% of salespeople who don’t receive regular coaching look for another job within 12 months but just 16% of those with good coaches expect to jump ship”
Business Week 

 
 

Sales Manager Training Course Description

Sales Manager Training Courses make good business sense!  Indeed, sales is the lifeblood of most companies and sales managers are key to making the sales function work well.  Great sales managers know how to create superior sales cultures.  They are skilled at identifying top salespeople, adept at training and sales team coaching and motivating salespeople to consistently hit or exceed sales goals.  Has your company equipped its sales managers with the skills and tools they need to improve sales performance and profits?

Our Sales Manager Training Course, complete with sales management and sales team coaching exercises, is second to none.  Typically 1-2 days in length, this intensive, customized sales training class is tailored to each client’s needs via our pre-workshop interviews and sales management skills assessments.  Key elements in sales manager success are explored including: creating world-class sales processes and sales process steps, hiring top performers, implementing successful sales techniques and methodologies, gaining buy-in from salespeople, providing feedback in a manner that will be effective in improving performance, setting goals, identifying individual motivators, developing realistic success measures and consistently achieving corporate sales targets.

Key Sales Manager Competencies Developed

  • Boost your sales revenues and profit margins
  • Make better and longer-lasting sales hires
  • Better predict sales performance
  • Reverse salesperson tendencies to drop prices
  • Get the bottom third of your salespeople to come close to the performance of your top third
  • Learn new methods of compensating your salespeople
  • Reduce sales turnover
  • Increase motivation with a four-pronged approach to sales recognition and contests
  • Combat salesperson “resource-itis”
  • Boost your success by better handling various salesperson personality types
  • Master the transition from salesperson to sales manager
  • Via the sales manager training, be able to set up a strategic sales plan

 

Sales Management Course Topics

  • Sales skills assessment
  • Sales goal and strategy development
  • Sales recruiting, interviewing and hiring
  • Motivators for each sales team member
  • Performance counseling
  • Sales process development
  • Innovative sales tools
  • Activity level management and measurement
  • Team building
  • Coaching objectives
  • Sales team coaching strategies and standards
  • Sales manager training in coaching methods
  • Tracking results
  • Sales team reinforcement sessions
  • Coach-the-coach sessions

 

Sales Management Course Outline

Overall Sales Team Strategy and Assessment    

  • Assess current hiring, motivation, measurement and management progress using our sales management
    diagnostics
  • Get your boss’s “buy-in” to your sales management goals
  • Combat salesperson “resource-itis” and learn to make it work for you
  • Discover the tradeoff between sales efficiency and effectiveness
  • Design a model for world-class time and territory coverage

  

Sales Hiring    

  • Better evaluate sales skills, motivation and commitment
  • Decrease future turnover with five powerful screening techniques
  • Learn how to find well-qualified candidates
  • Spot “holes” in sales resumes and earnings histories
  • Use psychographic profiling techniques to better predict on-the-job success

  

Sales Motivation    

  • Learn the seven factors to consider when developing sales compensation programs
  • Link sales force incentives with your firm’s business strategies
  • Understand each subordinate’s individual motivators and how to use them to accelerate their results
  • Increase motivation with a four-pronged approach to recognition, contests and competition
  • Reward top performers while counseling poor performers to boost their results

  

Successful Sales Techniques and Tools    

  • Develop systems and tools, during sales management course exercises, to better support your salespeople
  • Use self-directed work teams and focused job structures to enhance performance
  • Predict sales success by observing sales process steps and conversion rates
  • Gain a competitive advantage by using new sales strategies and technologies
  • Learn how to reverse salespeople’s tendencies to drop prices
  • Get the bottom third of your sales force to match the results of the top third
  • Boost results by implementing strategic sales training initiatives

  

Sales Management    

  • Master the transition from salesperson to sales manager
  • Explore the benefits of participative management
  • Learn how to obtain subordinate feedback on your own performance
  • Avoid the perils of activity-level management systems
  • Learn how not to interfere on a joint sales call or presentation
  • Discover why getting involved in the end stage of a sale hurts your odds
  • Enhance subordinate relationships by engineering commitments
  • Learn sales team building strategies to boost group motivation levels
  • Discover new forecasting and pipeline balancing systems and tools
  • Experience, in the sales manager training, multiple methods of dealing with resistance and conflict
  • Understand the sales process and how to reinforce and coach to each sales process step
  • Practice developing career plans and create follow up strategies
  • Better plan, organize and conduct sales meetings

  

Sales Coaching  

  • Complete and analyze a sales management coaching and time usage self-assessment
  • Understanding “Resourcitis” and how it can be both positive and negative
  • Develop critical sales team coaching success factors, standards and commitments
  • Create sales team coaching plans and calendars
  • Develop motivation questions, during a sales management course practicum, for each salesperson
  • Learn expectancy theory and potential coaching rewards by personality type
  • Develop sales team coaching goals for each salesperson as well as an annual goal plan
  • Discover the discrete steps to sales management coaching success
  • Learn how to handle coaching resistance
  • Develop sales call and coaching success checklists
  • Understand the importance of a coach being coached
  • Implement a team sales skills reinforcement program
  • Role-play, in the sales manager training course, coaching your most difficult and challenging salesperson

 

What’s Included and Additional Options

This Sales Manager Training Course Typically Includes

  • Pre-workshop interviews, management and sales skills assessments and customized sales management training program design
  • Professional sales management course facilitation by experienced sales experts
  • Workbook/reference manual, prizes and all course materials
  • Sales manager training course materials, strategies, skills and tools
  • Three management self-assessments
  • Sales management coaching role-plays, feedback and coaching
  • Highly-interactive sales management course format using accelerated learning techniques
  • Group exercises, skits and live case studies
  • Over 20 illustrative stories, jokes and anecdotes
  • Post-workshop reinforcement and application plan
  • “Coach the coach” sessions

 

Client-Specific Sales Tools Developed in this Sales Management Course

  • Company coaching standards
  • Annual and monthly coaching goals by rep
  • Sales team coaching calendar
  • Sales management coaching tracking forms
  • List of key motivators for each salesperson
  • Coaching success checklist
  • Sales meeting format
  • Sales manager training course action plan

Workshop Modules That Can Be Added

  • Networking and social networking
  • Presentation skills
  • Negotiation skills
  • Selling against the competition

Program Options and Upgrades

  • Sales process step development, testing and implementation
  • Corporate sales consultant services
  • Content-related pre and post training exams
  • Sales Management Course completion certificates and reference cards
  • Sales Manager Training Course instructor manual, course license and train-the-trainer program

All Rights Reserved.  The Sales Alliance Inc.  San Diego, California.

 

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Sales Classes | Sales Training Courses