Written By: Rich Mesch
September 15, 2022 – 5 min read
Effective sales organizations are composed of equal parts top-notch sales talent and first-rate sales leadership. There are plenty of sales training programs out there, but what about sales leadership training? Untrained sales managers can present very specific risks to your sales force. Without proper training and measuring the impact of leadership development, sales managers may:
Given that untrained sales managers can negatively impact both their sales team and the company’s bottom line, it’s critical to upskill new sales leaders so they can excel. Where do you start? Here are four areas you should focus on:
To paraphrase Jane Austen, it is a truth universally acknowledged that a manager in possession of a sales team must want coaching skills. There are plenty of online resources available to sharpen the coaching saw, and new sales managers can start by developing these coaching competencies:
Coaching can set the stage for a positive sales environment that encourages reps to excel. And there are additional skills a new sales manager needs to establish and maintain a sales culture that thrives. New sales managers need to learn how to:
Of course, the purpose of a sales team is to sell. A sales manager needs to be able to both maintain a strong team and help them meet sales goals, and it’s risky to assume that a new sales manager has those skills right out of the gate. Sales managers need to be trained in talent acquisition, pipeline development, and forecasting. Training topics should include:
Formal, structured training can help bridge the skills gap for new sales managers. And it’s also important to incorporate ad hoc, “just in time” development opportunities. Sales managers can benefit from:
Hiring a sales manager can be a tough call, and it’s only the first step in the much longer process of developing that manager’s skills and expertise. Don’t leave it to chance—set a course for success by taking the time to create a learning framework new sales managers can depend on. Learn more about how you can improve sales outcomes by turning knowledge into action through high-impact sales performance frameworks.