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