Strategic Sales Management Training (Article Extract)

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Note: The term strategic sales management training is used here as it is more generic than coaching. However our approach is one of experiential coaching, engaging and connecting with people in a way that gives lasting impact.

What is Strategic Sales Management Training?

Most training for sales management focuses on the operational side of running a sales team. Whilst this is obviously important in facilitating success, it’s the strategic side that offers the biggest potential for sales leadership to improve sales performance.

Strategic sales management training urges managers to spend more quality time engaging with their salespeople – both on a one to one and a team basis. This includes utilising constructive challenge in intensive high quality account, bid and sales strategy sessions.

Strategic “Business Led” Sales Management Training

A “business led” sales manager puts the needs of the business first, followed by their team and only then considers the needs or demands of any individual salesperson. Whilst this may sound like common business logic, it is sadly not frequent business practice.

What tends to happen is that sales managers become too closely involved with the day to day reactivity that dominates the approach of most salespeople. Strategic sales management training helps sales managers recognise and develop strategies to avoid this .. ..

Full PDF article Strategic Sales Management Training

See also Sales Management Training and Sales Management Coaching

© PBC rev 8.0 July 2011

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