Managers Play an Integral Role in the Sales Training Process
Management commitment and participation is essential to the success of a sales training initiative. More than anyone else, the manager is responsible for the long term development of the skills and capabilities of his/her entire sales team.
Workshops for Sales Managers
Whenever possible, sales managers should attend the sales training workshops with their sales team so that they can learn which skills and competencies should be reinforced after the workshop is over. Managers can observe firsthand which skills/concepts need more attention. Peak Selling Workshops designed specifically for sales managers include Coaching for Sales Success, Leading with Influence, Key Account Management for Managers, Sales Negotiation Skills, Time Management for Sales.
All sales professionals need coaching and the sales manager's job is to individually coach each member of his or her sales team to their fullest potential. Coaching by the Sales Manager is the most effective way to reinforce the skills that the sales team learns in their sales training workshops. Managers should attend Coaching for Sales Success workshop to learn a coaching process and other coaching tips such as how to motivate a sales team.
Online Sales Training designed to help Sales Managers train their sales team include the Essential Selling Skills series and Coaching Kits. The Essential Selling Skills online series works especially well with newer salespeople, providing a comprehensive overview of selling skills divided into twelve 30-minute sessions. Managers use the Coaching Kits to help plan and lead skill-building sessions on Selling More Products to Existing Customers, Customer Retention and Recovery, Pre-Call Planning, Elevator Speeches, Questioning Skills, Selling on Value Not Price, Giving and Getting Concessions when Negotiating, and Handling Objections.
One-on-One Coaching for Sales Managers
Peak Selling provides 1-on-1 coaching for sales managers and top executives. The coaching is tailored to fit your specific needs. For example, we can provide advice to managers on how to initiate a key account management program or serve as a sounding board and help a manager resolve any sales management issues.
We encourage you to speak with a Peak Selling consultant so that we can learn more about your sales training needs and then suggest the workshops and delivery options that would be most applicable for you.