In recent years, many industry-leading sales teams have successfully transitioned from the traditional model to manager as overseer and evaluator to that of manager as coach and mentor. This has led to a different method of promoting people into sales leadership roles, with less emphasis on how effective they were as sales reps to how effective they are in motivating, supporting, and leading the sales team.
This new style or focus for sales management requires a very different skill set than that of a highly successful sales professional. It is more about communication and learning how to effectively support the skill development of the sales team while still incorporating best practices with regard to making consistent sales.
Focus on Leadership Training
When hiring a company to provide sales management training, look for companies that focus on building leadership skills. The focus should be less on technology or specific sales scripts and methods and more on how to communicate, inspire, motivate, and support team members.
Encourage Individual Development
Effective sales management training encourages leaders to develop their own personal style when working with their teams. This includes knowing their leadership strengths and building on any areas of potential weakness. Sales trainers that help managers learn more about themselves will provide the greatest opportunity for professional and personal development.
Provide Long-term Support
For many managers, sales management training coupled with individual coaching support offers the best of both worlds. Look for a training service that provides sales coaching to help build on emerging leadership skills.
The Sales Coaching Institute provides live and virtual sales management training for businesses, companies, and organizations around the world. To learn more, visit their website.
