3 keys to effective sales management training

Most sales management training is simply repurposed salesperson training, while sales leadership programs are often focused on generalized leadership skills. Sales leaders need more than better selling skills and an executive presence. They need targeted education on how to guide their salespeople to higher performance.

Vantage Point, a leading sales management training provider, identifies three critical points for your sales management training.

  • Different sales roles demand different types of management. Not all sales roles are identical, and the same is true of their managers. Depending on the type of role a sales manager oversees (consultative, transactional, relationship, etc.), the tasks of the managers will differ accordingly.
  • Managers need unique skills based on their own tasks. Traditional sales management training has focused on generic coaching or leadership skills. However, managers don’t have generic jobs. A manager’s training should enable them to effectively execute the management tasks that are relevant to their particular role.
  • Coaching must be focused on specific selling tasks. Most sales coaching programs help managers have better discussions with their reps. But management isn’t about discussions; it’s about making reps better at critical selling activities. Sales coaching should improve specific salesperson behaviors like making good sales calls. Otherwise, it’s just conversation.

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