Sales Management training is not as common as it used to be, as more and more organizations think the sales management should already know it all. However, lack of training is the root to most companies’ bottomline problems.
Sales management training is just as important, if not more than, salespeople training.
Top executive management are the leaders of the sales force and need to be constantly demonstrating the appropriate behaviours for their salespeople to follow. It is really a monkey see, monkey do situation.
Are your sales leaders demonstrating appropriate behaviours?
Do they have goals and a plan of action to accomplish those goals? Are they disciplined, motivated, energetic and enthusiastic. Are they the type of mentor that you would like to have? Are they going on prospecting calls with their sales executives, or even handling accounts on their own?
Are they debriefing after a prospecting visit and providing feedback / coaching? Are they investing in their team or are they investing their time in moving upwards in the organization?
Without proper training, sales management is not half as effective as they can be. However, like most training, for the training to be effective it also needs to be customized to organizational objectives, it needs and should be conducted on an ongoing basis with one on one coaching.
Sales Management training should include following a sales results system, and demonstrating that system with their salespeople on an ongoing basis. For example, if sales executive management is always telling their salespeople what to do, who owns the idea and who is committed to making it happen? Also, what are the salesperson going to do with the customer – tell them as well?
What if sales management training provided a system whereby sales reps would be engaged, come up with ideas, take ownership and make it happen. Then who is committed? Is that not the way you would want your salespeople to be with your prospects and customers – engaging and buying from you versus telling and selling where there is no ongoing relationship.
Most organizations provide sales training, which is great, particularly if it is ongoing, but they forget salespeople management in the process. It will help management to hire top producers, and then allow them to motivate, mentor, coach, delegate, obtain ownership and commitment, build high performing teams, run effective meetings and provide for ongoing training, creating more winners.
By John Hester