Sales Management Training
Note: Training in this context relates to the strategic, operational and assessment aspects. Sales management coaching relates to the people and motivational aspects. The two must go hand in hand for effective sales management.
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Strategy - The First Principle of Sales Management Training
Whilst some sales management strategies are well thought out, many others won’t stand the test of time. Developing the right strategy can deliver significant ROI for the time invested and it’s important to review and evolve yours in line with market conditions. Neglected strategies will become stale and ineffective over time.
Execution - The Second Principle of Sales Management Training
The proof of sales management strategies lies in their execution. An effective strategy being well executed paves the way for sales team success. However if either the strategy or it’s execution are flawed, the results are likely to disappoint. It can be challenging for the busy sales manager to maintain enough focus here.
Assessment - The Third Principle of Sales Management Training
Even a good strategy being well executed needs regular and consistent monitoring to ensure on-going improvement. Whilst too many sales KPI’s can have a detrimental effect, using a few carefully selected “goal based” KPI’s serves to enhance sales management strategies and their execution. The key is in selecting the right ones.
Remediation - The Fourth Principle of Sales Management Training
Good sales management strategies executed and measured well still need a periodic review and remediation process. Without this people will drift away from the solid principles that may have proved so successful to date. This does not need to be onerous and high-level quarterly and more in-depth annual reviews should suffice.
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See Sales Management Coaching for people and motivational aspects
For help with sales manegement development Contact PBC
© PBC rev 8.0 July 2011
London, Berkshire, Bracknell, Maidenhead, Reading, Slough, Hampshire, Basingstoke, Portsmouth, Surrey
