Sales management training that guarantees improvement

How To Take The Guesswork Out Of Sales Management Training

Too many businesses separate management from sales. The very best sales management training is a 360 degree process that incorporates powerful management AND sales coaching. Why not give your sales team the competitive advantage of managers who understand the sales process inside out as well as have comprehensive people and resource management skills?

How much do your sales managers know about sales?

In 2007 the Centre for Sales Management released a research paper which concluded that the highest performing sales managers were the ones who not only had good management skills, but were also expert in what their sales people had to do. Not all management training acknowledges this, which can leave your managers expert in theory but frustrated in practice.

Does this mean your managers have to spend 12 months in the sales room or call centre?

No. Prosell kept coming across this unique challenge facing sales managers and so decided to create some specific coaching and tools around it. There are ways in which your managers can get an expert grasp of what your sales team does, while still retaining their management focus and skills.

This can include a management training plan such as the one implemented for News Limited, wanting to address a drop in classifieds sections revenues caused by the increase in online classifieds. The program included management coaching with 4 months follow up support.

Read more here about how News Limited achieved 12% overall increase in revenue (against a backdrop of a 13% by competition over the same 12 month period).

The extra coaching element can bring powerful results to management training

People in sales and service management roles need outstanding management skills. But they also need a little bit more. This can be the difference between management training and management coaching. You want your managers to work with expert coaches who can actively work on their specialised skills.

Sales managers understand the importance of managing ratios:

• Approach to meeting ratio
• First meeting to genuine proposal ratio
• Second meeting (proposal) to order ratio

What extra skills could you provide your sales managers with to improve their ratio management and increase ratio success rate?

Management offers this 7 Point sales management training program

1. Market Data – how do we provide enough accurate data about our prospects to allow sales people to have sufficient opportunity
2. Approach Strategy – what techniques do we use to make sure our prospects will agree to a meeting?
3. First Meeting (needs are established) – do we have the ability to identify needs where we are strong and therefore influence the customers buying criteria (and not just get requirements?
4. Second Meeting (Proposal) – do we have the ability to deliver a value proposition that gives the customer a compelling reason to buy (and to buy from us?)
5. Negotiation – are our people able to achieve the revenue and margin needed in a negotiation?
6. Order – can the sales people manage the sale from a second meeting to a successful conclusion within reasonable time frames?
7. Average Order Value and Target – are we happy that the sales people will get enough orders at the right value to consistently hit target?

The internet has revolutionised the nature of sales and lead generation

It used to be that sales were a fairly simple affair. Sales people had to get two things right - quantity and quality. They had to do enough of the right things and to be effective at doing them. Although this has not changed, the nature of what determines quantity and quality has.

Quantity now involves intelligent lead generation strategies and internet positioning. Without effective management training in these areas your sales are going to struggle.

Consumers are comparing and demanding quality like never before

Quality now involves relationship based consultative processes. Consumer and business customers’ needs and expectations of how they are dealt with has changed beyond recognition in 10 short years, yet most sales operations have not.

It is likely that previous management training has not equipped your sales and team managers for these fast paced revolutions. And often, a one-off session or workshop is simply not comprehensive enough to learn and master the hands on impact of the changes.

What are your current sales execution standards?

If these have not been reviewed in some time then you are probably doing a disservice to your managers, staff and customers.

Travelex - Find out how we helped increase the sales of all add-on products by 8%.

Once your sales execution standards are reviewed and implemented, then you can devote the appropriate time and energy to developing your sales team skills. This is done via sales coaching and other support mechanisms which are reviewed, monitored and adjusted as necessary until the point where performance has measurably improved.

There is no sales management training that matches workplace training

Prosell's sales management training creates unparalleled expertise though both management training and management coaching programs. In practical terms, we coach in the workplace what was agreed in the classroom to the point where managers consistently get better results from their people – and learn how to keep improving on these results.

Please get in touch to speak with Prosell about our powerful and proven sales management training.