Sales managers often spend much of their time reviewing spreadsheets or stuck in internal meetings. However, research proves that these aspects of their job are the least important skills required. Today’s sales managers need to enable every individual in their team to excel. This requires a different mind-set and different approaches to the traditional sales manager of the past.
With our sales management training courses we help managers adapt to the ever-changing sales environment. Bespoke training courses, adapted exactly to your needs will give you all the information and skills you need to effectively manage your team.
Sales managers are often promoted into position because they are successful sales people, however this is not a sure-fire way to predict their success as a sales manager. In-fact, many of the traits that define the strongest sales people are actually counter-productive for sales managers. Alongside this, the approaches that allowed these managers to be successful sales people could well be out-dated too – what works in sales today has completely changed.
So potentially, sales managers are using traditional sales methods and traditional management approaches, both of which will cause a negative impact on the team performance.
The sales manager’s role is to enable the sales team to exceed targets by maximising the individual performance of every sales person and by encouraging them to work collaboratively to achieve shared goals. This is some distance from the self-driven sales person that got them success in their previous role.
The traits of the successful sales manager are very different from the traits of the successful sales person. The best sales managers completely understand modern sales approaches and enable their team to perform brilliantly by encouraging and developing the right behaviours and skills.