Sales Management Training
Begin your climb to sales management success!
The Challenges of Sales Management
Sales management is one of the toughest jobs in any organization. You are often stuck between the goals and expectations of leadership and delivering on them through your team with little or no direct influence on sales.
Do you feel you are as good a sales manager as you were a salesperson?
Are you still fighting to get your team to hit their monthly numbers?
Are you still trying to transfer the people skills you’ve mastered to other people?
Are you still searching for the formula for finding and hiring the right salesperson?
Do you ever wonder how successful your team might be if you got help on these issues?
These issues and many others are addressed in Sandler Management Solutions, an ongoing development program, grounded in proven theories, hard skills, and workable strategies. It emphasizes active skills training for coaching, hiring, and leading with applications to your specific situation.
Sales Management Solutions
Learn and apply the unique Sandler mix of communication strategies and human relations to your sales management role. You and your team will profit and prosper as you become a better leader.
Recruiting and hiring the best candidates for your team
Understanding and communicating with your salespeople
Conducting effective performance evaluations
Mastering leadership roles such as supervising, training, coaching, and mentoring
Setting goals with your team
Time management and delegation
Your ability to find and hire the best salespeople, then accurately evaluate their performances and motivate them, affects your team’s ability to succeed. Outstanding sales performance requires a realistic sales plan, including goals and the strategies for accomplishing them. Learn to effectively and supportively debrief your salespeople, grow your sales through networking, and manage a territory, while developing the best practices vital to managing, maintaining, and maximizing business with existing customers.
Sales Management Training Curriculum
Management programs often revolve around “ivory tower” concepts and theoretical contextual frameworks. Participants learn the “what,” “when,” and “why” behind management theories. They are left, however, with the burden of discovering how to put theory into practice in real-world situations.
The Sandler Management Solutions program brings both the “how” and the real world into the training room. The program emphasizes active skills training exercises and skills application specific to your actual goals. It covers the attitudes, behaviors, and strategies of top sales leadership.
The first step to successful recruiting is specifically defining the position to be filled, taking into consideration the interaction of the new hire with customers. During this session, participants will develop a job profile - a functional description of a position to be filled. Then, they will develop a hiring template consisting of the primary function identifiers (PFIs), attributes of winners, and team matrix considerations, all of which describe the ideal candidate.