You are here : Business > Management >

Sales Management Training

Add to Favourite

By: John Fowler | Feb 28, 2007 | 377 words | 229 views

Ranking:

( 0 time(s) )

Email |
Print |
0 Comment(s) |
Font size

We believe that for any sales training initiative to be fully successful, sales managers must be fully involved in the program. This involvement should include both training the managers, and the managers re-enforcing the learning with their sales team.

The four main types of sales management training programs that we have run are shown below:

Leadership

Leadership and management are often confused and following processes and procedures is seen as good leadership. For us, leaders create a vision and are able to drive the team towards the goal using a number of traits including charisma, integrity and leading by example.

Some of modules for a leadership workshop would possibly include the following:

* What is leadership
* Qualities of leadership
* Leadership styles
* Leadership and vision
* Leadership versus management

Driving The Team

Today business is very competitive and sales managers are expected to drive their teams quarter on quarter to ever larger revenues. Sometimes sales managers just get focused on the day to day metrics and fail to see the bigger picture. It is this bigger picture that allows you to get ahead of plan and away from the "hand to mouth" existence that we see in many organizations today.

Some of modules for a Driving the Team workshop would possibly include the following:

* Motivation
* Individuals and teams
* Metrics versus performance
* Planning for success, driving the plan
* 80/20 rule - your top 10 accounts

Coaching for Results

Even the very top sports people have coaches. Why, because it has been shown that coaching can improve the performance of all levels of people. So, why don't businesses ensure that all their managers are trained in coaching, and coach their team to improved performance.
Some of modules for a Coaching workshop would possibly include the following:

* What is coaching
* The sales manager as coach
* Coaching process and structure
* Fundamental skills of coaching
* Goal setting

Managing Teams

Many sales managers have been promoted from a senior sales role and been told to manage the team. Many have no management experience, little training and little support or direction.
Some of modules for a Coaching workshop would possibly include the following:

* Developing a team strategy
* Delegating and allocating responsibility
* Coaching and feedback
* Recruitment
* Disciplinary issues
* Communicating to the team

For more information about sales and management training please visit http://www.sales-training-consultants.co.uk

For more information about sales and management training please visit http://www.sales-training-consultants.co.uk

Author Description :

John Fowler is a sales and management trainer designing and delivering workshops across the world specifically for the IT industry. John can be contacted on his website at Sales Training Consultants.

Share this story with friends:

Sales Management Training

Sales Mindset Vs. Sales Training

Publisher: Clayton Shold

Sales training and sales mindset can combine to be powerful allies in sales success.

Management Training UK

Publisher: SarahC

Management training courses for international companies and personal development. We offer, what we believe, is a high impact and inspiring approach to developing Inspiring Leadership.

Interim Management Training

Publisher: Paul Wilson

Article about the use of interim management training.

Project Management Training- Step Leading To Effective And Successful Project Management

Publisher: Vidyut Bharti

Training is always an essential part in learning and so does Project management training. Learning Project Management fundamentals is a necessary step in a project management discipline, besides other critical factors for successful project management. Project Management Training is generally referred to practical, real-world, hands-on experience for project managers in learning the principles and practices that lead to effective and successful project management. Among the many project managem

Project Management Training: New Paradigms

Publisher: George Purdy

Any task which has a fixed beginning and a definite end is termed as a project. In today's world, most work is based on project methodology. Therefore, it is imperative that we develop an understanding of projects and the management tools and techniques used in order to meet the project objectives. Project Management training goes beyond the realms of training restricted to water-tight compartments of technology, management etc. Projects may involve all these fields and project management training must therefore include training across the domains. Taking the case of a software development .

Management Training: Should It Be Offered To Sales Personnel?

Publisher: George Purdy

In order to keep pace with the ever-changing fields of production, management, operations and technology, companies must continually update their employees' training. Personnel who handle these areas are essential, and function as the back-end of a company. Sales personnel, however, are at least as important, as they make up the front-end of the organization. It is recommended that employees undergo management training to prepare them for roles as leaders, allowing them to change their career path or facilitate promotion to higher positions in the company. Often those participating in such .

Age Factors in Sales and Management Training

Publisher: Chris Kettner

Age Factors in Sales and Management Training I want to spend some time discussing the difference, obstacles and advantages of training for sales and management within different age groups. I will take on the obvious one. I have and still on a daily basis have been blessed with the opportunity to train both the very young and the...we'll call them experienced... sales persons. One of the most obvious is the young, open mind opposed to the experienced person that has predetermined ideas. I have found that there is an upside to both! It is definitely true that the young salesperson has .

Sales Management - Prophet Sales Management Software Will Boost Your Sales

Publisher: James Wong

Poor Sales Management Will Cost Your Company Believe it or not, with poor sales management, your company can lose a huge amount of money. You see, the market is extremely competitive today, and if you don't have the sales management that you need it can end up costing your company a bundle of money. Why? Well, without the right sales management, you won't be able to keep track of contacts and leads, which means you'll begin to miss out on great opportunities that could turn into important sales. When you think about how much poor sales management could really cost you, it can add up to be th.

Equip Yourself through Management Training Comprehensive Guide

Publisher: Frank O’Tools

Management training to put in simpler words is all about improving the levels of management skills of staff in a certain organization or business enterprise. For the record, trainings like management training have the power to create massive impact on staff motivation, sales growth, and overall success of the business. As business grows continuously, staff and managers gain more responsibilities and duties in different types of tasks within the organization. In some cases, companies place people in managerial and management positions that don's have training skills in management. However,.