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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