In the new research report “The State of the Sales Training Market,” Training Industry shares exclusive data on the sales training market, insights on how providers deliver sales training programs and common practices for sourcing sales training.
Many organizations invest a hefty portion of their budget in training the sales force. While it’s a worthwhile investment to improve your team’s performance, it’s critical that you take the necessary steps to maximize the return.
Managing a sales team involves spending time coaching, forecasting, planning and recruiting. Sales managers are the backbone of the team, and their leadership lights the way for sales representatives to achieve their goals.
Even when sales managers receive training on how to coach, it doesn’t always solve the problem. There are four key areas that you need to address to gain long-term results from the training.
The sales manager’s goal is to help employees solve their problems, not to encourage them to lay their problems at their office door. In order to help them do so, it’s imperative that you help sales managers develop active listening skills.