Sales Management
"The high-skill sales managers had 29% higher revenue performance, 47% higher employee satisfaction, and 16% higher customer satisfaction than did sales managers with low skill ratings."
When a group of sales executives was asked what was most important to improving sales performance, 88% answered, "making sales managers more effective," a finding consistent with a Sales Executive Council survey. At the same time, over 50% indicated their organizations were not preparing sales managers to lead effectively. Given the sales manager's potential impact on performance, these companies are leaving money on the table in the form of smaller ROI for sales training, weak sales productivity, and higher turnover costs. Sales managers play a vital role in providing salespeople with the tools and knowledge to drive sustainable high performance. Your sales managers can improve their sales team's performance by learning how to:
- Set business strategy and goals
- Assess individual competencies and key areas for development
- Select and hire sales team members with the right skills and experience
- Establish individual and team performance expectations to maximize sales results
- Coach effectively to improve individual and sales team performance
Sales Management Skills Programs:
Coaching the Counselor Salesperson
The sales manager’s ability to develop and coach their people has a significant impact on sales team results. Learn how to reinforce skill usage of The Counselor Salesperson (CSP) with the program Coaching the Counselor Salesperson. Your sales managers will learn the ABCs of coaching, how to overcome the challenge of coaching, and receive a playbook to help coach sales representatives of all skill levels. learn more
Coaching for Sales Performance
Leading for Performance: Coaching for Sales Performance offers sales managers coaching skills and techniques to create the conditions under which salespeople can succeed. This program will enable sales managers to gain a competitive advantage using an effective structured coaching approach that taps their salespeople's potential and leads to improved performance and fulfillment. learn more
The Sales Leader Manager
The Sales Leader Manager: Leading Salespeople to Success provides sales managers with the framework and skills to enable their sales teams to succeed by achieving higher revenue, customer satisfaction, and long-term profitability. learn more
