| "> | | | | half as effective as they can be. However, like |
| Sales Management training is not as common as it | | | | most training, for the training to be effective it |
| used to be, as more and more organizations think | | | | also needs to be customized to organizational |
| Sales Management should already know it all. | | | | objectives, it needs and should be conducted on |
| However, lack of sales management training is the | | | | an ongoing basis with one on one coaching. |
| root to most sales problems. Sales management | | | | Sales Management training should include following |
| training is just as important, if not more than, | | | | a sales results system, and demonstrating that |
| sales training. Find out how you could use sales | | | | system with their salespeople on an ongoing basis. |
| management training to increase your bottom line! | | | | For example, if sales executive management is |
| Sales Management training is not as common as it | | | | always telling their salespeople what to do, who |
| used to be, as more and more organizations think | | | | owns the idea and who is committed to making it |
| the sales management should already know it all. | | | | happen? Also, what are the salesperson going to |
| However, lack of training is the root to most | | | | do with the customer - tell them as well? |
| companies' bottomline problems. | | | | What if sales management training provided a |
| Sales management training is just as important, if | | | | system whereby sales reps would be engaged, |
| not more than, salespeople training. | | | | come up with ideas, take ownership and make it |
| Top executive management are the leaders of | | | | happen. Then who is committed? Is that not the |
| the sales force and need to be constantly | | | | way you would want your salespeople to be with |
| demonstrating the appropriate behaviours for their | | | | your prospects and customers - engaging and |
| salespeople to follow. It is really a monkey see, | | | | buying from you versus telling and selling where |
| monkey do situation. | | | | there is no ongoing relationship. |
| Are your sales leaders demonstrating appropriate | | | | Most organizations provide sales training, which is |
| behaviours? | | | | great, particularly if it is ongoing, but they forget |
| Do they have goals and a plan of action to | | | | salespeople management in the process. It will |
| accomplish those goals? Are they disciplined, | | | | help management to hire top producers, and then |
| motivated, energetic and enthusiastic. Are they | | | | allow them to motivate, mentor, coach, delegate, |
| the type of mentor that you would like to have? | | | | obtain ownership and commitment, build high |
| Are they going on prospecting calls with their | | | | performing teams, run effective meetings and |
| sales executives, or even handling accounts on | | | | provide for ongoing training, creating more |
| their own? | | | | winners. |
| Are they debriefing after a prospecting visit and | | | | Sales management training is the foundation to |
| providing feedback / coaching? Are they investing | | | | ongoing sales results from selection, to coaching, |
| in their team or are they investing their time in | | | | training, rewarding and promoting. It is absolutely |
| moving upwards in the organization? | | | | necessary! |
| Without proper training, sales management is not | | | | |