Want to boost company sales and productivity? Don’t look to your top salesperson. Hold off on expanding your sales team. Skip the flashy incentive program. Instead, look to the unsung heroes of the sales organization: the frontline sales managers.
Sales leadership training is essential to success. Why, then, are sales reps often promoted without training focused on sales management and team leadership? What should a sales leadership training program include once the need is recognized?
A sales training program will have the most traction and ROI when it’s followed by a well-executed coaching and reinforcement plan. Here are five coaching and reinforcement strategies that top-performing sales organizations implement.
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.