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