Sales Management Training
- Description
- Curriculum
Sales Manager Training.
Unlock your potential as a sales leader by mastering proven strategies such as goal-setting frameworks, effective coaching methods, and performance tracking tools. Equip yourself with these essential techniques to motivate your team, drive measurable results, and consistently exceed your sales targets.
It’s important to know how skilled sales managers operate, how they manage their team, and how they remain productive themselves. The role is ever-changing but has several core duties and responsibilities that cross almost all industry lines:
Managing the sales team
Establishing goals and quotas
Training and developing sales skills
Assigning and defining territories
Leading individual salespeople
Reporting data to upper management
Creating sales tactics
Establishing roles and targets
Recruiting, developing and even firing salespeople
As a professional sales manager, you assume many roles: motivator, sounding board, ear to vent to, coach, mentor, and everything in between. As the leader of your team, the buck really does stop with you. The responsibility that comes with the job is important and at times can seem a bit overwhelming.
Who is this management training for?
For anyone seeking to unlock your potential as a sales leader by mastering proven management strategies such as goal setting, coaching methods, leading from the front, and sales performance metrics. In this sales management training course, you will learn how to succeed as a frontline sales manager, the characteristics of a sales leader, how to work across departments, and how to effectively manage all aspects of your sales team.
· Develop strategic sales management skills
· Open up a career in sales leadership
· Existing sales managers or sales team leaders looking to refresh their leadership skills and improve their sales team’s performances.
Sales Management Training Course Objectives
On completion of this online sales training course, students should have acquired the skills to:
· Develop a greater understanding of frontline sales management, leading a sales team, and how to review sales performance, plus master all aspects of the sales process from a manager’s perspective.
· Gain a thorough understanding of the key skills used in modern sales management and what approaches are successful.
· Build effective communication, coaching, mentoring, and leadership skills to support your sales team’s success.
Sales Manager Training Course Lessons
1. Introduction to sales management
2. Understand your role as a sales manager
3. Frontline sales management Part 1
4. Frontline sales management Part 2
5. Characteristics of effective sales leadership
6. Working across departments
7. Welcome to your sales team
8. Getting into the detail of a sales manager
9. The guardian of the sales process
10. Your expectations as a sales manager
11. Bonus: Sales coaching tips
The experience you gained as a salesperson dealing with different personalities, being committed to learning and growing, and having a burning desire deep within you to be the best you can be are the exact same traits that can make you a great sales manager. You’ve displayed the characteristics of a sales manager already, or you wouldn’t have the job. The single biggest thing you can do is to give yourself time to learn—you’re starting over again, and Rome wasn’t built in a day.
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Sales Management Training OverviewAs a professional sales manager, you assume many roles: motivator, sounding board, ear to vent to, coach, mentor, and everything in between. As the leader of your team, the buck really does stop with you. The responsibility that comes with the job is important and at times can seem a bit overwhelming. Some new sales managers mix up being a super operator with leading and managing.
A super operator retains the mindset of being available to do everything for everyone. A people pleaser who, in their minds, is still doing their old job. Step into your new role as a leader of people and manager of results. Your role will continue to change as you rise to the top. You are now partly responsible for the organization’s revenue performance and the experience and career development of your team. You have to learn how to delegate and deliver your expertise through other people.
Management is now your main job, not something you can do during your spare time after you’ve finished your super operator role.You nor anyone can multitask. You can only do one thing at a time, and you can only do your best. When in doubt, remember these words: “Do the best you can with what you have to work with as a manager.”
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Introduction To Sales Management
The frontline sales management role is one of the absolute toughest jobs on the planet. Everyone wants a piece of you and your time. There’s no way to win without a solid grounding in your absolute priorities and a laser focus on what’s absolutely critical to drive the business. The biggest challenge in sales management is not commissions, sales funnels, pricing, or prospecting strategies. The single biggest problem is getting your people to sell at maximal capacity.
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Your Role As A Sales Manager
Whether new to sales management or been in the job for a while take the time to understand the key aspects of your role. To begin, always remember that you’ve been given the opportunity of a career that will reward you financially, emotionally, personally, and professionally. You’re about to enter the world of sales management, where the lines can sometimes blur between what is coaching, supervising and what is management, and you’re expected to respond in the correct manner every time which you probably won’t.
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Front Line Sales Management - Part 1
The main task of the front-line sales manager (FLSM) is to achieve a predetermined volume of sales, a steady flow of pipeline deals, forecasting revenue, and people management without compromising the company’s values and principles. To do this, you must be skilled in managing and controlling the inflow of daily events.
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Front Line Sales Management - Part 2
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Characteristics Of Effective Leadership
A good sales leader must have integrity, self-awareness, courage, respect, compassion, and resilience. A sales manager must not only possess organizational, communication, and managerial skills, they must assume responsibility and provide consistent, inspired and principle-centred leadership for their team members.
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Working Across Departments.
As a sales manager, you are a member of a larger management team, meaning you’ll probably have to work with and through other departments within your organization. One of the most useful non-selling skills you can develop is the art of communicating and working with the other people in your company.
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Welcome To Your Sales Team
This lesson will endeavor to give you practical tools, help you avoid mistakes, and capture more success faster in your first few months. The reason? Early opportunity isn’t always immediately visible. You may be joining in the midst of organizational chaos; you’ll have to make decisions without having enough information; and political and cultural environments take time to understand.
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Getting Into The Detail Of Sales Managar
In this lesson, we’ll discuss the discovery process to dig deep into your sales team or organization so you can surface the knowledge you need to determine some longer-term plans. This deep information, needed to fully understand your sales organization, comes only from asking questions – a lot of them.
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The Guardian of The Sales Process
You know that there is a skill to training someone to sell. and yes, it is an acquired skill. It’s not enough to just tell the team what you think is obvious. You must understand that, as a manager, you’re not there to run a checklist but rather to enable your team to improve.
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Your Expectations As A Sales Manager
For your team members to gauge whether they’re succeeding, they need to know whether they’re failing to meet, meeting, or exceeding expectations — and what, specifically, those expectations are. Always keep in mind the best way to make your expectations clear is to lead by example. Yours is not a job in which you will succeed with the philosophy “Do as I say, not as I do.”
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Sales Manager Coaching TipsCoach them to improve their skills. Your job is to observe, provide feedback, take corrective action, and go again. Then observe, provide feedback, take corrective action, and do it all over—over and over and over. You’re in a constant state of coaching and training as new techniques, new systems, and new ways to communicate with your prospects and buyers are created.
