Sales Management Training: A Quick Guide to Success

1 .Sales Management

Objective

This section will provide you with a framework for understanding what is sales management, and how to set the right expectations and activities to achieve your sales goals.
Key Takeaways

• Defining Sales Management: Learn to define what sales management truly means and how it differs from simple sales techniques.
• Identifying Goals: Understand how to establish clear and actionable sales goals for your team.
• Developing Activities: Learn to effectively convert result goals into actionable activities that your team can easily implement.
• Understanding the “What, Why & How”:  Understand the importance of making sure your team knows what is expected of them, why it’s important, and how to do it.

Understanding the “What, Why & How”:

Understand the importance of making sure your team knows what is expected of them, why it’s important, and how to do it.

What You’ll Learn Activities:

• Activity 1: Create a plan for converting your sales goals into specific activities.
• Activity 2: Analyze your team’s current activities to identify areas for improvement.
• Activity 3: Develop a strategy for ensuring your team understands the “What, Why & How” of your expectations.

By the end of this section, you’ll be able to:

• Effectively define sales management and its role in your organization.
• Develop a clear set of sales goals for your team.
• Translate those goals into specific, actionable activities that drive performance.
• Communicate your expectations clearly to your team, ensuring they understand the “What, Why & How” behind each task.

2. Coaching

Objective

This section will equip you with the skills and techniques you need to become an effective coach who can guide your sales team to achieve peak performance.
Key Takeaways

• Types of Sales Management Coaching: Understand the different types of coaching you can use to support your team.
• The One-on-One Coaching Model:  Learn a proven model for one-on-one coaching that focuses on diagnosis, agreement, relationship building, coaching, and follow-up.
• Coaching Diagnostics:  Master the art of effectively diagnosing your team’s challenges and pinpointing areas for improvement.
• Delivering Feedback:  Learn how to provide constructive feedback that motivates and empowers your team members.

What You’ll Learn Activities:

• Activity 1: Practice your coaching skills using a real-life scenario.
• Activity 2: Develop a plan for implementing the one-on-one coaching model.
• Activity 3: Conduct a coaching session, focusing on giving effective feedback and achieving agreement.

By the end of this section, you’ll be able to:

• Tailor your coaching style to meet the specific needs of your team.
• Conduct impactful one-on-one coaching sessions that drive performance.
• Accurately diagnose your team’s challenges and areas for growth.
• Deliver constructive feedback in a way that motivates and empowers your team.

3. Personal Development

Objective

This section will help you understand the importance of personal development for yourself and your sales team.

Key Takeaways

• The Value of Personal Growth: Understand the vital role of personal growth in your professional journey and how it impacts your leadership.
• Developing Your Personal Action Plan:  Learn to create a plan for continuous personal growth that helps you stay motivated and driven.

What You’ll Learn Activities:

Activity 1:  Reflect on your personal goals and create an action plan for achieving them.

By the end of this section, you’ll be able to:

• Recognize the importance of continuous personal development for your success as a sales leader.
• Create a personal action plan that guides your growth and helps you stay focused on your goals.