Training sales managers is a vital function of any sales organisation that wants to improve its cash flow and profitability. All too often the super sales representative is promoted to a logical next level. That is a sales manager who then leads their team to even higher levels of performance.
In an ideal world this is what happens. Yet the truth is one day the sales representative hands in her keys to a fiesta and the next drives away in a Mondeo with hopefully all the skills she will need? Actually this rarely happens.
As a sales organisation you must ensure that your sales managers are equipped with some fundamental attributes and skills. Here are some core skills that they must have. Some may be in a raw state and need developing which is why it is so important that training sales managers is a priority for your business.
Interpersonal Skills
Logical I know and yet I am sure we have all come across sales managers that shout at their sales team or drive actions through without any engagement. Yes this still goes on. Interpersonal skills can be developed and honed. As a sales manager this should be a given. If your sales managers cannot communicate and influence results will be capped.
Business Knowledge
You may totally understand the key business skills and knowledge needed. Do your sales managers? If not help them. This is easy to do. If they don’t understand the key business fundamentals they will not be able to deliver the results you want consistently. The good news is this is one of the easiest ‘skills’ to develop.
Create a learning plan for them if one is not already in place. Buy them a few books on business growth, marketing and sales. In fact be unique and study along with them have conversations on how they are implementing this in their local sales region with their own sales representatives.
Understand the Roles of a Sales Representative
This in theory should be easy if your new sales manager has come up through the ranks. However often in large organisations new sales managers are put in a position and yet they have never actually sold before. This potentially will create a great headache if you don’t address it. Training sales managers to appreciate the nuts and bolts of selling to customers and clients is key. This will enable them to know what a good sales rep does so that they can measure performance against that.
Nic Hallett is the MD of Excel Enterprise and an expert in training sales managers.
To Find out more about how Excel Enterprise can help train your sales managers to deliver superior results visit http://www.excelenterprise.co.uk
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