Ollie is the sales team’s highest-performing sales rep quarter after quarter. His consistency and performance are acknowledged with a promotion to sales manager. However, as a sales manager, Ollie fails to manage and lead his team to success.
This situation happens far too often among sales teams. A sales rep might be a top performer, but doesn’t have what it takes to successfully fulfill the roles and duties of a sales manager. Additionally, without proper management training and skill building, a new sales leader is severely underprepared. CareerBuilder reports that more than 26% of managers said they weren’t ready to become a leader when they started managing others, and 58% said they didn’t receive any management training at all.
Tailored sales leadership training is necessary because the role requires a different set of skills from those used as a sales rep. In order to drive team performance, successful sales managers must be equipped with knowledge and skills needed by new sales leaders. Here are four key training needs for sales managers.
Understanding and establishing goals
Great sales managers understand company goals, then establish departmental goals that appropriately align with business objectives. While it’s important that every employee has a clear understanding of company goals, sales managers in particular should receive additional, in-depth training about the implications of each strategic goal. This knowledge provides sales managers with the insight needed to create specific, measurable, attainable, and relevant sales goals that directly impact the company’s bottom line.
Setting expectations and delegating tasks
Once a new sales manager understands the implications of company and team goals, they need to set expectations and delegate responsibilities to reps. When individual reps move into a management role, they quickly realize that they can’t do everything. Therefore, new sales managers need training that equips them with the skills to effectively communicate sales expectations and delegate tasks to ensure that the team is productive. Sales teams work best—and achieve ambitious goals—when they know exactly what is expected of them.
Everyone makes mistakes, but a great sales leader provides constructive feedback so that reps can learn from their mistakes. New sales managers must become experts at giving feedback in a way that builds employees up, rather than bringing them down. Effective sales management training courses teach sales managers how to provide effective, specific, and honest feedback that elicits respect and results from sales reps. No one likes being told that their work is lacking, but, as a manager, relaying this information is a fundamental part of sales management and its objectives.
In addition to offering feedback, sales managers need to provide effective sales performance coaching to drive improved sales performance. However, this is a difficult skill to master and requires in-depth sales coaching training. While sales managers likely received coaching in their prior role as a rep, it takes a new set of knowledge and skills to successfully coach others. New sales managers need the sales coaching techniques that maximize coaching sessions. Sales managers with great coaching skills drive improved sales performance, increased sales rep engagement, and higher job satisfaction—all of which are essential to a great sales team.
There’s more to creating a successful sales manager than just promoting the top-performing sales rep. The best sales training courses focus on the forecasting, planning, communicating, and coaching skills that new managers need to be proficient in. It takes smart and detailed training to prepare them for the challenges they’ll face in the new role. But, when done correctly, their newfound talent will lead to overall team success.
Provide sales management training online with Lessonly
Lessonly helps sales managers learn the skills they need to be effective leaders. Lessonly’s online training software is purpose-built so managers can unlock the knowledge they need—for both themselves and their reps. Learn more about our team learning software, or take a tour today.