Where can sales managers go for training? And where can they access coaching – in the philosophies, strategies, processes and tools they need to get the most out of their sales team?
Usually, the best sales people get promoted to sales manager. They know a lot about selling, obviously, but rarely know much about management. That’s where the challenge starts. There are plenty of training courses in management, and probably even more in selling, but not in sales management. And sales management is different.
The sales management job mostly involves bridging the cultural divide between company management and revenue producers. Management believes all business activity can be measured, and assessed. Sales professionals know selling successfully involves an unfathomable combination of humility, tenacity, art, science and good fortune. The two philosophies are like oil and water, not mixing.
Where can sales managers find the insight to accelerate the learning curve? How much more effective could they be, more quickly? How much more value could they bring to the business? How much less stressful could the promotion be? If there was a coach to guide them?
The answer to all these questions is quite a lot.
A few pearls of wisdom from hardened professionals. Some tips on approach. Some processes and tools to deploy. Some empathy and some motivation. These are all gems of knowledge a coach can provide.
But where can you find them? That’s not obvious to me. I wouldn’t know where to look.
That’s why we produced our Sales Management tutorials – short, no nonsense, explanations of both the challenges, and the solutions – for anybody interested in solving the sales management puzzle – bridging the gap between sales and management.
If you are a CEO wanting your team leaders to integrate with your management team. If you are a sales manager struggling to bridge the gap. If you are an experienced sales professional wanting to persuade somebody you can make the step up? There’s something here for you.
The Successful Sales Management series is available for download here. Individual papers are relatively short – you can read each of them while you take a coffee break. They’re on topic – there’s no padding, just straight forward explanations and descriptions. They’re genuine insight into the experience of veteran sales managers. As far as possible they are generic – applicable across industries and businesses. They combine philosophy with strategy, tactics, processes and tools, and templates you can use to implement the ideas you’ll develop.
Here’s a list of the individual tutorials, with links to the download pages.
Success in Sales Management mostly explains the challenges of getting the job and how to win the promotion, and keep it.
The Whys and Hows of Sales Strategy details the benefits of developing and maintaining a sales strategy and includes a case study and a template on which you can base your own.
Principles of Professional Selling suggests counter intuitive rules which run counter to what you’ll see and here elsewhere, but result from real experience – not hearsay and BS.
Learn to Love Your Price describes tactics for handling price in the sales process. Price isn’t a problem – it’s a tool to help you win the business once you’ve understood our thinking.
Sales Management Processes and Tools explains the various roles in the organisation’s hierarchy and suggests processes and tools management can use to drive results from sales teams.
Sales Probability and Process Management combines sales process with sales forecasting using milestones and weighted probabilities to make forecasts more meaningful and the sales pipeline more manageable.
If there’s one single secret sale professionals use to win more business at better prices, it’s sales qualification which we explain in Sales Qualification – The Secret Sauce.
Well, what are you waiting for? Download our tutorials now and Up Your Game, starting in the morning. You’ll be more effective, more efficient, and more confident, with this insight to help you and your team to do a better job.
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Check out our Tutorials at the top of this page and for Successful Sales Management implement these ideas with Front Office Box.
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