Management Training Might Be The Missing Link In Your Sales Operation
Good managers know how to drive sales operations through leadership. Give people clear direction, create a compelling proposition, give them the tools to do the job, measure how well they do it and develop in the areas needed. Simple – everyone understands it.
So why isn't it that straightforward? It's because too many people confuse simple with easy. It's not enough to just go through the steps. Specialised training of management makes the difference between stepping and leaping sales improvement.
Managers do not have superpowers
Even the best manager cannot undertake and perform on every one of those steps all of the time. Work and life pressures build up. Operational issues come into play. Special projects come along. People in key roles leave. New roles are created.
Mangers flourish when they have a long term relationship with a company that will get it right, drive implementation and consistently support best practice. Training of management that is not one-off in nature.
Why a management training program must include management coaching
It has been proven that workplace coaching delivers better results and quicker changes in skills than just attending training courses. At Prosell, all the training we do is supported by management coaching.
This powerful program, delivered in your workplace by experienced coaches, has helped businesses all over Australia increase the effectiveness and efficiency of leadership, management and sales operations. We deliver programs to frontline, middle and senior managers. We specialise in equipping people to supervise, inspire, influence and relate to other people.
Prosell management training programs take place via a 3 step process:
A. Assess the specific needs and set measurable goals for personal and business improvement. We do this by running brief workshops so everyone understands what ‘best practice’ is in their organisation
B. Schedule coaching meetings that allow us to observe and improve effectiveness rather than simply mentor. (Mentoring is an advisory role - management coaching is observing a manager in action and improving specific skills.)
C. Check post coaching implementation and measure improvement. This allows management coaching to be practical and reach specific business outcome.
As a manager, how do you balance quality and quantity?
This is one of the most common and difficult challenges that face managers. The pressure from above is to keep increasing quantity: volume of sales, number of customers, repeat sales, sales opportunities, market share.
But all good managers know that they also need to focus on the quality and skills of their team. At times these two pressures can seem to work against each other.
How do you increase quantity and keep service quality high?
How can you take the time to monitor quality when you have to maintain and increase sales quantity?
The best training not only gives your managers concrete skills in achieving and maintaining the balance between these two areas - it shows them how to actually use the balance to achieve greater competitive advantage.
The best results come from understanding and aligning sales team behavior (quality) with required activities (quantity).
Prosell management training focuses on the specific demands of your workplace and the skills sets (and weaknesses) of your team. This means that your managers actively learn how to:
- analyse and monitor sales team behavior
- help team members make the necessary adjustments and improvements
- measure the changes against required output and activities
Quality is monitored and improved in conjunction with quantity - not at its expense.That is why so many businesses prefer the Prosell approach.
There is nothing to match the effectiveness of training that takes place in your workplace, focused on the strengths and needs of your managers and staff and that goes beyond training into an active coaching role.
Contact Prosell today to revolutionise your manager training and keep up with the sales evolution.
Prosell offers a managers training program that combines training with coaching. It is based on recognised research, which tells us that training alone has limited impact and that when supported by skilful coaching, has 74% more chance of being implemented.
Prosell has resources to deliver these programs across Australia, covering Sydney, Melbourne, Brisbane, Perth, Adelaide and Canberra.