Sales managers often find themselves reviewing spreadsheets or stuck in internal meetings.

However, research proves that these aspects of their job are the least important required. Today’s sales managers need to enable every individual in their team to excel. This requires a different mind-set and approach from the sales manager of the past.

Driving Sales Performance

To create a high performing 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

Research shows that combining training with coaching can improve returns fourfold. Coaching them effectively will help them unblock deals and drive results.

In this module you will:

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

Outcome: A methodology for developing a successful sales team

Sales Planning

Your sales team need to increase revenue from both new and existing clients. A well thought-out sales plan 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

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

Motivating Sales Teams

Salespeople are motivated by different things, rarely just 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

Hiring the best talent

Recruitment is often unstructured and reliant on a gut feeling. However, 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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