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| Sales Management Training | February 26, 2007, 6:00 pm | visits: 160 | wordcount: 415
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By John Fowler
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
About the Author: 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.
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