The Sales Manager as Strategist, Trainer & Coach

Let’s face it…most sales managers are top producers who got promoted but were never trained for their new responsibilities. Unfortunately, the skills that make a great salesperson don’t necessarily make a great sales manager. Since managers have many responsibilities, they typically spend less than 20% of their total time actually managing. Managing salespeople is an art and in this workshop managers learn:

  • The difference between what we expect of our reps and what they think we expect of them
  • How to make the most effective use of the time actually spent managing
  • Getting the job done without micro-management
  • How to decide which problems will benefit from coaching
  • Choosing your battles
  • Strategizing
  • Accurate forecasting
  • How to run a productive sales meeting
  • How to set a coaching plan
  • How to run a coaching session
  • Critique instead of criticize
  • Key performance indicators (KPIs) for salespeople
  • The use of metrics in coaching
  • Empowerment and motivation
  • Being a leader

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