Sales Management Training

It is an unfortunate fact that the majority of Sales Management training is done in the classroom and often fails to deliver the expected increase in productivity or sales performance. Most companies never get a real return on their investment of time, money and other resources.

If you’ve ever been to a Sales Training workshop you know that very few training workshops and programs actually really change behaviour. One may leave an event upbeat and determined to do things differently, but the reality is that very little changes. Achieving a sustainable and real change in behaviour requires much more than going off to a program to be “trained”.

To get a measurable improvement and have Sales Managers begin to do things differently requires a different approach. If we want to see “real” behavioural change and get a return on our training investment, we need to use proven adult learning strategies and behavioural change tactics to boost knowledge and enhance Sales Management capabilities. This means taking advantage of the simple and well documented “most effective work place learning practice”, which states that: “70% of workplace learning happens on the job.”

Today, Sales Mangers are employing Sales Management Coaches to work directly with them and their specific “real world” issues in an effort to drive the sales performance of their sales team. Every great performer, whether an elite athlete, business legend or performing superstar, is surrounded by coaches and advisors.

Imagine deciding upfront on the specific and measurable result you wish to achieve and then actually achieving it and in many cases way exceeding it. Sales Management Coaching will help you achieve measurable performance.

Sales Management Coaching is founded on the following facts:

75% of all learning takes place on the job - An experienced Sales Management Coach will meet regularly with Sales Managers in their working environment, focusing on the critical actions needed to improve their specific region’s business performance.
One-2-one Sales Management Coaching increases individual productivity by an average of 88%, as compared to 22% with training alone - An experienced Sales Management Coach will support and educate the Sales Managers to cut through all the “stuff” that comes at them on a daily basis, and provide them with clarity, focus, and the ability to develop and execute meaningful “profit based” action plans.
The financial impact of One-2-one Sales Management Coaching delivers a return on investment in the 10 to 1 range, with the long-term return to be even higher - An experienced Sales Management Coach will tailor a program specifically to the Sales Manager’s needs, beginning with an up front assessment and impact analysis. Together with the Sales Management Coach, project outcomes and timelines will be agreed upon up front, thus ensuring accountability and a measurable return on your training investment.