Open Enrollment Sales Classes
Private Group Sales Training Classes: Group sales training
classes 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 Classes: Individuals are invited to
participate in monthly sales classes held across the US in an open enrollment format.
For more information and pricing, please complete this form and we will email
you a confidential Annotated Outline that will provide you with an hour by hour
description of our sales training class
of your choice.
You just received a promotion from sales executive to sales manager, now what? Just because you were an outstanding sales executive does not mean that your management skills will come naturally, in reality it is typically the opposite. Sales management has many demands on your time, so becoming a good leader isn't always easy. There are some very straightforward tips that can help you through this process:
First, realize that each person is different. Don't think one management technique will work with all your staff or for that matter one selling style. Each individual has unique talents and challenges that need to be addressed. Your top performers are often very different from one another when approaching a sale. To be a top manager, you need to find out what will work for each particular individual. Using your staff's strengths and having people utilize them is a big part of good leadership.
Second, figure out who the top performers are and how they feel about the management change. Get to know them on a personal level as well as at the office. It is essential to have strong relationships with good sales reps so that they get a sense of the company energy. If they are left on their own, this will not take place. Good sales managers recognize that the relationship with their sales reps becomes key to their own success.
Third, deal with high performing staff in a professional manner without being rattled. Typically, high achievers in sales feel they can set some, if not all the rules, however, if they understand the rationale behind the decision making and they are approached appropriately they will more willingly accept changes that are proposed. A manager needs to be objective and non-emotional when dealing with these types of issues.
Finally, great managers need to lead from their successes. In other words, they pair talent with the correct opportunities and resources to produce the best outcome. Most of your time should be spent with your sales staff, noticing their great results and relationship building skills. By spending additional time with your sales reps, on average you will receive a 20% higher return according to some studies. A 20% increase in a top performer is worth a considerable amount.
