SALES LEADERSHIP & MANAGEMENT TRAINING COURSES

The strongest sales managers enable every individual to excel



Sales managers often spend much of their time reviewing spreadsheets or stuck in internal meetings. However, research proves that these aspects of their job are the least important skills required. Today’s sales managers need to enable every individual in their team to excel. This requires a different mind-set and different approaches to the traditional sales manager of the past.

With our sales management training courses we help managers adapt to the ever-changing sales environment. Bespoke training courses, adapted exactly to your needs will give you all the information and skills you need to effectively manage your team.
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DRIVING SALES PERFORMANCE


COURSE DETAILS:

To create a high performance team, it is vital to define what great looks like and understand your role as a modern manager.

IN THIS MODULE YOU WILL:

  • Understand the ‘Why’ of the manager and create your team vision
  • Explore what the strongest managers do differently’
  • Create behaviours that drive sales performance

Outcome: A framework for managing peak performance

COACHING & SALES INNOVATION


COURSE DETAILS:

Research shows that core sales performers gain the most from coaching and that combining training with coaching can improve returns fourfold. It’s vital to coach effectively and focus on helping your team unblock deals to drive revenue.

IN THIS MODULE YOU WILL:

  • Explore coaching best practice
  • Learn how to unblock blocked deals: ‘coaching to close’
  • Create personal development plans and 1-2-1 agendas

Outcome: A methodology for developing a successful sales team

SALES PLANNING


COURSE DETAILS:

Your sales team need to increase revenue from both new and existing clients. A planned, well thought-out approach is your shortcut to success.

IN THIS MODULE YOU WILL:

  • Learn how to manage a sales pipeline and prioritise your workload
  • Determine what planning is necessary for you and your team and why
  • Create methods for target, client and conversation planning

Outcome: A planned and structured approach to driving sales

UNDERSTANDING AND COMMUNICATING WITH YOUR TEAM


COURSE DETAILS:

Your sales team is made up of individuals with different personalities. Communicating with them in the right way will drive stronger engagement and better results.

IN THIS MODULE YOU WILL:

  • Understand your own colour personality
  • Determine your team’s colour personalities
  • Devise strategies for communicating effectively with your team on both an individual and group level

Outcome: Teams influenced and engaged via great communication

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MOTIVATING SALES TEAMS


COURSE DETAILS:

Sales people are motivated by different things, rarely are they solely driven by money. Motivating your team in the right way will improve team morale and results.

IN THIS MODULE YOU WILL:

  • Explore why traditional motivation techniques don’t always work
  • Learn the importance of intrinsic motivation
  • Create plans for a sales culture built on autonomy, mastery and purpose

Outcome: A sales team motivated to succeed
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HIRING THE BEST TALENT


COURSE DETAILS:

Recruitment is often unstructured and reliant on gut feel. The best hires come from a clear understanding of what top performers look like and a clear methodology for finding them.

IN THIS MODULE YOU WILL:

  • Identify mistakes to avoid when recruiting salespeople
  • Create a profile of top-performing salespeople
  • Learn how to identify, interview and secure the best talent

Outcome: A guide to hiring the best talent

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The strongest sales managers are focusing on something different

Sales managers are often promoted into position because they are successful sales people, however this is not a sure-fire way to predict their success as a sales manager. In-fact, many of the traits that define the strongest sales people are actually counter-productive for sales managers. Alongside this, the approaches that allowed these managers to be successful sales people could well be out-dated too – what works in sales today has completely changed.

So potentially, sales managers are using traditional sales methods and traditional management approaches, both of which will cause a negative impact on the team performance.

The sales manager’s role is to enable the sales team to exceed targets by maximising the individual performance of every sales person and by encouraging them to work collaboratively to achieve shared goals. This is some distance from the self-driven sales person that got them success in their previous role.

The traits of the successful sales manager are very different from the traits of the successful sales person. The best sales managers completely understand modern sales approaches and enable their team to perform brilliantly by encouraging and developing the right behaviours and skills.

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