• Understand their role as sales managers in the sales process
• Realize how to use their role to guide sales calls and negotiations
• Provide sales mentoring to reps via an understanding of the sales process
• Establish rapport and build chemistry with customers
• Adjust their personal sales approach based on buyer behavior
• Identify problem areas and potential solutions
• Create personal Feature, Advantage, Benefit statements
• Handle customer sales objections
• Play a vital role in helping to close the sale
• Utilize the fundamental skills of managing sales reps
• Provide constructive feedback to direct reports
• Receive employee buy-in to sales targets and plans
• Assess and address sales rep performance
• Mentor and coach sales reps
• Motivate sales reps and sales support staff to work to reach collective goals

It is often said that a sales force provides a reflection of the management tasked with running the sales organization. In fact, it would be fair to say that a sales force is only as effective as those who lead a company’s sales efforts. The ability to provide proper training, motivation, coaching and mentoring to a sales team is an extremely important and sought after skill required of today’s high-performing sales managers. Both new and seasoned account managers and sales reps look to their management team to receive support and guidance in order to meet individual and departmental sales targets. A sales manager who fails to fill this crucial role is doing a disservice to their organization and is likely to suffer from reduced sales numbers. Our Sales Force Coaching for Sales Managers training workshop will turn any sales manager into a sales leader with the desirable skills to motivate a sales force and provide an example of high-performance and excellence in today’s competitive business environment.

Regardless of whether a sales manager is called upon to provide assistance with a large sale or to provide one-on-one coaching to a sales rep that needs guidance to succeed, our four-day Sales Force Coaching for Sales Managers offers the most comprehensive training program available today. The first two days of this highly valuable workshop are focused on the sales process. Sales managers benefit from an interactive refresher on the sales process, brushing up on proven methodologies to take opportunities from the prospecting stage to the close. Equipped with a renewed understanding of the sales process, sales managers will be able to provide a valuable support function to sales reps involved in large or complex deals. The third and fourth days of the workshop focus on essential management and coaching skills. Key concepts related to communication, management theory and motivation enable sales managers to truly excel in their leadership roles. Group exercises, role plays, activities, question and answer sessions and lectures all reinforce the learning process and enable participants to put newly learned skills to use. Upon completing the Sales Force Coaching for Sales Managers training program, sales managers will have the skills required to build and maintain a high-performing sales organization.

Private Group Sales Training: Group sales training can be tailored to the needs of the client organization and delivered on-site at the time and location of the clients choice. 

Public Open Enrollment Seminars: Individuals are invited to participate in monthly seminars held across the US in an open enrollment format.
For a full list of upcoming open enrollment sales training seminars please click here.

For more information and pricing, please complete this form.