Driving and Inspiring Sales Performance
You would have come across a Sales Manager who would have recently got promoted as a recognition to his being a great sales performer. His new found enthusiasm would soon fade away once he realises that he continues to act as a sales person and tries to close every deal and getting a job done is very different from doing it on your own.
Do you know what is going on with his team? What’s happening to his team’s MORAL?
Skills required to become a Sales Manager is very different compared to skills that you need to become a sales person.
Managing a sales team is one of the most difficult and demanding roles in any company.
Driving performance and motivating your sales team is a sought-after skill that companies look for.
Are you Struggling with Challenges of Sales Management?
As a Sales Manager you are responsible for delivering the team GOALS and drive the sales culture in your team. Most often, you end up maintaining a fine balance between the Leadership expectation and delivering the team performance, while aligning with companies’ objectives.
- Are you able to motivate your sales team?
- Are you able to hold your sales team accountable?
- Are you able to achieve the sales targets?
- Are you able to make everyone a winner in your team?
- Are you able to hire the right talent?
- Are you able to coach your team members?
- As a Highly Effective Sales Manager you would like your team to be motivated and charged up to deliver their best every day. This ensures that your meet your sales target while having fun. Each member of your team is a ROCK STAR. Motivated teams handle complex sales situation with ease and ensure timely closure of deals.
Why is Sales Manager Role critical in a sales organisation?
As per this HBR report , High performing
sales organisations :
- Employ a more structured sales process
- Hold their team member to higher
level of accountability
- Aggressively raise YOY Sales targets
At TransformzU consulting, we have researched and created a program that provides a systematic development for Sales Managers. Our programs address the issues that a Sales Manager faces on a daily basis. Thru these programs the participants will learn how to manage their teams, how to keep them motivated, how to keep them accountable for results, and how to meet sales targets.
Some of the programs for Sales Managers are:
Succeeding as a First time Sales Manager
It’s important to realise that by transitioning from a sales person to a Sales Manager transforms the way you work. From an individual contributor you become responsible for managing a sales team.
Learn the process of transition and what it takes to lead a team. In this program you learn about your key responsibilities – managing your teams’ performance, managing the sales process, guiding and coaching your team and ensuring they have the required skills to succeed in their daily work
Managing Teams
For a sales manager the most important task is to manage teams and help them operate at their top potential. A highly motivated team is the key to business success.
The sales manager needs to learn what motivates his team, what their aspirations are, get to know their skills and more so, identify the skill gap and help them develop to perform at their peak potential. Learn the art of listening and guiding the team members thru’ management reviews and complex sales.
Sales Process Management
One of the most important tasks performed by the sales manager is to have an accurate forecast. The credibility of a Sales Manager in eyes of the management is underpinned on his ability to be reliable in his forecast. Learn how to define your rhythm by setting up a sales process covering the forecasting, deal management, sales review and ensure that team has clear understanding of how to forecast and present an opportunity for review.
Business Planning
Business and territory planning are important exercise to be undertaken by the Sales Managers to create a coverage model for achieving the annual targets. Learn how to segment customer data to identify potential regions or in a set of Enterprise accounts. This training helps Sales Managers to ensure proper division of accounts or territory to maximize sales coverage and ensure team members meet their revenue goals
Coaching a High Performer
One of the most important tasks performed by the sales manager is to have an accurate forecast. The credibility of a Sales Manager in eyes of the management is underpinned on his ability to be reliable in his forecast. Learn how to define your rhythm by setting up a sales process covering the forecasting, deal management, sales review and ensure that team has clear understanding of how to forecast and present an opportunity for review.
Performance Review
Business and territory planning are important exercise to be undertaken by the Sales Managers to create a coverage model for achieving the annual targets. Learn how to segment customer data to identify potential regions or in a set of Enterprise accounts. This training helps Sales Managers to ensure proper division of accounts or territory to maximize sales coverage and ensure team members meet their revenue goals