Sales Management Training
Sales management training is key to the successful execution of your company’s marketing strategies. Make no mistake, a sales manager is one of the most complex and important positions in any organization because your company’s bottom line depends heavily on downstream results. Your sales manager is directly responsible for steering your sales team in the right direction. This includes sales coaching or new reps, setting corporate sales goals, tracking sales quotas from established team members, analyzing past and current sales data, and building a sales plan for each geographical territory, product line, or corporate division.
Sales manager training targets this unique role with a strategic roadmap that will enhance leadership skills such as setting concrete objectives or sales goals and monitoring the performance of sales representatives. Even the most successful sales reps are not prepared to successfully manage a sales team. While it may take a similar level of personal drive to be successful as a sales manager, it also requires a keen understanding of both your customer base and each sales rep within the office.
The best sales management training is results-oriented. Sales managers must align departmental goals with corporate objectives, then set and follow a plan for successful execution. But, nothing good can happen in a vacuum. Your sales manager should be constantly monitoring your market sector in comparison with corporate sales results. It is critical that they be ready to change direction or make adjustments to plans when increased market competition, decreased consumer demand, or economic changes on a global or national scale mandate a change.
Why Sales Managers Need Sales Training
Why is it dangerous to think your top salesperson is the right manager to lead your sales team – without specific sales leadership training programs? While they may have great sales experience, they simply may not have the necessary skills to manage a team of unique personalities with individual skills and unmistakable weaknesses. Corporate sales training examples should cover leadership and guidance, sales rep coaching or mentoring, creating a sales plan, and establishing a path to meet sales quotas.
When your sales manager fails to keep up with current best practices for generating leads and closing business deals, the entire company will suffer. For instance, sales training examples can be weaned from recent changes in how we all do business. Consider some reasons why sales leadership will need ongoing sales management training programs. First, B2C companies know that customers shop mostly online from mobile phones now. If a sales team failed to respond with a powerful digital marketing campaign, that company would be blown out of the water by companies that successfully made the transition to incorporate e-commerce sales.
Secondly, B2B clients now have information at their fingertips to examine and compare product lines. The buying process for B2B customers no longer starts with cold calls and the internet has taken the place of business trade shows. Today’s B2B customers are already two-thirds of the way through the buyer’s journey due to internet information. The focus of sales teams is adjusted to distinguish your company or product from the rest and close the deal.
Not only has technology changed the face of sales training techniques, the fact that many companies can operate on a global basis means both competitors and clients can come from anywhere in the world. A sales manager can no longer rely only on an outbound sales approach from sales teams. That’s why it’s extremely important for your sales leadership to incorporate inbound sales strategies that include scheduling appointments, following up on outbound messaging, and handling customer complaints or requests.
These are the reasons why sales managers need to receive ongoing sales training process steps that take advantage of new technologies and practices such as targeting customer personas, data mining, harnessing the power of AI, global logistics, and multichannel e-commerce.
Sales Management Training Topics
For companies that want to see a larger number of sales reps meet and exceed their sales quota, then they must invest in sales management training aimed at building, leading, growing, and managing a team of sales reps. And, while there’s no shortage of presentation topics for sales teams, managers can benefit from training courses that tackle specific skills that are crucial for managers to know and understand. For example, the best sales manager training should include the following sales management training topics:
1. Sales coaching that motivates
Sales managers are trained to coach each sales rep in the development of communication skills and motivate behavior-oriented tactics to successfully close deals with even the most stubborn clients. Choose a sales training program that teaches sales coaching delivers measurable results with concrete knowledge. Training managers in sales coaches is not a one-size-fits-all approach. At the heart of successful sales coaching is a sales manager that is also a counselor, a cheerleader, a guide, and a facilitator.
2. Managing rep and team performance
Managing both individual and team performance includes setting effective goals and giving meaningful feedback on performance deficiencies. The sales manager must be visible and accessible to increase productivity and boost morale. A sales manager should be trained to analyze key sales metrics that support feedback with concrete data. Some important sales KPIs include individual and team sales volume, email and call analytics, win rates, and how many sales opportunities are created and closed.
3. Managing sales pipelines
A sales manager is responsible for closely monitoring your market sector, team performance, and the sales pipelines that represent the stages of the sales process. Managers should be trained in designing presentation topics for your sales team that includes a visual sales pipeline of your company’s sales process. It must address all sales channels including cold calls, direct mail, telemarketing, along with social media and SEO strategies.
4. General leadership
As a sales manager, effective training would include leadership training the motivates and empowers your sales teams. A great sales manager must set an example on time management and work together to reach corporate goals. Consider managerial training that is compassionate. This means stressing ways to improve poor performance from individuals using motivational methods instead of harsh critique.
5. Recruiting and team building
A key responsibility for your sales manager is knowing how to build a team by recruiting the right people and placing them in the right positions. While this seems intuitive, there a company should consider specific sales training topics that will reinforce the type and caliber of sales reps they believe is best qualified to meet corporate goals.