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7 Ways Sales Coaching Seminars Can Make You A Better Sales Manager
What you need and what 90% of the sales managers in America need is more training. You don’t need to be a rainmaker to lead sales superstars but you do need to know how to lead them. The super stars and the bread and butter sales people both need you to serve them better. That’s right serve, not boss or “manage”. What most American sales organizations have overlooked is that while it’s nice to have a superior product and work for a company with a great reputation, sales are made at the emotional level and then that emotional level decision is validated with logic. That means people buy based on the perceived value of benefits. They buy based on “what’s in it for me”. As a result, they aren’t buying the features of your product they are buying the benefits of the feature. That means all that training on product knowledge, while nice, isn’t targeting the skills it takes to sell to the emotion. Maybe it’s time to look at sales training seminars that actually focus on the art of selling and analyzing just exactly what your team members need to sell smarter and better and what your role as manager is. Here are a few skills you can pick up in a good sales seminar. 1. Individual needs One size does not fit all. Each of your sales people may be great in three or four areas but completely lacking in one critical skill. Bob may be great presenter but he’s hesitant to close. Sue may be a great closer but has to force herself to pick up a phone and cold call. They need specific training to address their specific needs. 2. How to build a team Teams are more enthusiastic, work better together and are more productive than a group without focus. Sales management training can give you the basics abd exercises to transform your sales force. 3. Hire the right person What’s the turnover in your sales force? How many have you had to let go for poor performance? If you know how to hire right your odds of getting what you want and the new hire getting what he or she wants greatly increase. Training in assessing social intelligence is the newest and most effective HR tool that a sales manager can use. 4. How to make the team motivated Learn how to make the sales force inclusive. Give credit where credit is due when they come up with ideas on how to improve the process. Let them know that you care about what they think and will take action on good ideas. 5. Work as a coach Learn how to become the leader/server. Use your skills to coach employees and help them to develop their own talent. This leads to improved confidence and self esteem when a sales person perceives that you are taking a personal interest in their success. 6. Change happens Training seminars focus on the pole of the manager in change management. Learn how to deal with it yourself and have your sales staff embrace it as a new and exciting challenge. 7. Celebrate as a group You may already be doing this informally but now you want to tie celebrations to hitting specific team goals be it big numbers or the number of prospect calls made in a day. Celebrating as a team for accomplishing a team objective bonds the members and develops a sense of responsibility and accountability. When’s the last time you received serious sales management training? Do you see how making yourself a more effective manager will make the team a more productive group. Maybe now is the time to call around and check your professional network for recommendations on solid training firms. Article Directory: http://www.articledashboard.com Mark Polman, noted business management expert has seen first hand the dramatic impact that www.evancarmichael.com/Expert/Sales-Training.htm”>sales coaching seminars have had on productivity. To learn the whole story on how you can turn your team around visit www.evancarmichael.com/Expert/Sales-Training.htm”>Sales Training. |
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