To create a high performance team, it is vital to define what great looks like and understand your role as a modern manager.
Outcome: A framework for managing peak performance
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.
Outcome: A methodology for developing a successful sales team
Your sales team need to increase revenue from both new and existing clients. A planned, well thought-out approach is your shortcut to success.
Outcome: A planned and structured approach to driving sales
UNDERSTANDING AND COMMUNICATING WITH YOUR TEAM
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.
Outcome: Teams influenced and engaged via great communication
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.
Outcome: A sales team motivated to succeed
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.
Outcome: A guide to hiring the best talent
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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