Leadership for Sales Managers

How different can it really be to lead salespeople?  Surly if one possesses leadership qualities, she can transfer these to any discipline.  Does the sales leader need have a passion for leading a sales organization, and not just a passion for leadership itself?

Leadership for Sales Managers explores the very differences that set things apart in terms of leading salespeople.  If a leader does not understand the world of sales himself, there is no hope of leading, motivating, coaching, teaching or recruiting a competent sales staff.

Leading salespeople – it is different.  Participants in this program will focus on the following topics:

  • The role of the sales manager as a leader
    • Skills and competencies required to be successful
    • Moving from operator (salesperson) to manager (sales leader)
  • Building the sales team
    • What is the perfect salesperson and the attributes required?
    • A SWOT analysis of your team
    • Determining the Critical Success Factors
  • What is sales management work?
    • Planning
    • Organizing
    • Leading
    • Controlling
  • Developing a sales plan to help your team meet its goals
  • Field coaching to the sales cycle
  • Running effective sales meetings and huddles
  • Providing the training for your team that will make a difference
  • Helps sales leaders make the transition from operator to manager
  • Provides a plan to build a highly effective sales team
  • Increases sales and profits for the organization
  • Virtual coaching (one-on-one or in small groups) to help with specific issues in building a highly effective sales team.
DURATION: 2 DAYS
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