Sales Manager Training

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 a multitude of responsibilities, they typically spend less than 20% of their total time actually managing and, according to CSO Insights, less than an hour per week, per rep coaching. Managing salespeople is both an art and a science. In this workshop managers learn:

• The disconnect 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
• Strategizing
• Time Management for Sales Managers
• Time Management for Sales Reps
• 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