Training & Developing Your Sales Manager

Problem: Your Sales Manager needs to Develop their Skills

Does the best sales person make a good Sales Manager?
Does the most knowledgeable person about your products and industry make a good Sales Manager?

All too often Sales Management is assigned to tenured, successful and/or knowledgeable sales people, with little time or resources allocated to developing their sales management approach, process and skills.

Impact:

Reactive leadership. Little time spent in planning and strategy.
Lack of empathy and understanding about how to help a sales person.
Utilizing fear or job security to drive results.
De-motivating the sales team.

Solution:

Regardless of whether Focus participated in the recruitment of the Sales Manager (either by external recruitment or by evaluating candidates from within), or inherited an existing or soon-to-be Sales Manager, the process involves implementing Focus’ Sales Management Tools & Metrics process, and then working alongside the Sales Manager to develop their skills.

Focus typically involves a graduated approach featuring the following “modes”:

Do Mode: In this mode, we act as the Sales Manager while the trainee rides along beside us.
Coach: In this mode, we share the responsibility of Sales Management with the trainee.
Support: In this mode, the trainee is leading the team and we are riding along for support.
Delegate: In this final mode, we become a resource to the trainee while they lead the team.

The end result will be a Sales Manager who can set, manage, measure, motivate and lead their team all within a very structured process.