<h1 class="entry-title"><span>Learning Track:</span>Sales Manager</h1>

Duration: 45 hours

The sales manager’s primary responsibility is ensuring they and their team meet their sales goals. This means helping their team to focus on high quality opportunities that will close when their business needs them to close. It also means helping their team maximize their deals and identifying and managing areas of weakness in sales plans.

The sales manager wears several ‘hats’. One is that of manager, another is coach. An effective sales coach avoids telling sales people what to do. Instead, a coach leads a sales person to understand the course of action they need to take and in doing so take ownership for actions and outcomes. Effective coaching has been shown to add almost 20% to the productivity of sales teams. Coaching for the sales manager comes in several forms. Coaching specific sales opportunities and coaching skills development.

Sales leadership also involves the demonstration of commitment to personal development. So it’s vital that sales managers continuously refresh their own skills in advance of sales people – so that they can effectively coach new skills as they are acquired.

The aim of the Sales Managers course is to equip attendees with the skills needed to improve the performance of their team.

This means:

  • Being fully invested in the skills development program of their team
  • Developing skills coaching expertise
  • Developing performance coaching expertise

It also means enhancing their own sales skills, which include:

  • Reviewing and enhancing negotiation plans and tactics
  • Presentation and story telling
  • Selling value propositions
  • Understanding and utilizing appropriate sales strategies
  • Handling objections
  • Asking insightfull questions
  • Uncovering stakeholder motivation
  • Building stakeholder relationships

Sales managers are some of the most valuable employees in any organization. It’s them who carry the brunt of the corporate revenue and bookings expectations. It’s them who have to develop and hone the people who go and capture the business. And it’s them who are held accountable. Successful sales managers need all the skills and need to be able to coach their team to peak performance.

Courses included in this learning track:

Questioning Skills

Overview:

This module utilizes a structured questioning model to reveal the customer's pain, the impact of that pain and to help guide them towards your solution. It will help you to quickly identify what is needed to win the business and lead your customer towards the value you can deliver with your solution.

Learning Outcomes:

  • Confidently utilize structured questioning
  • Be able to constructively build anxiety around the customer’s issues to motivate action
  • Be able to lead your customers towards your offering
  • Help you to quickly identify the business impact of your customer’s pain
  • Establish credibility and gain access to a broader range of stakeholders
  • Better qualify opportunities

Who this course is for:

Those in sales who need to understand the customer’s requirements, their needs and wants more fully by asking better questions, and in doing so, align their product/service and articulate the associated value.

Benefits to you:

Gain the ability to ask the right questions and to fully understand the customer’s requirements. Determine how your product or service aligns to their needs will allow you to realize the opportunity by focusing and prioritizing your resources on the deals worth engaging in and qualify out lesser opportunities.

Benefits to your organization:

Customers expect sales people to implicitly understand their business. Asking impactful questions allows sales professionals to gain an even better understanding and by doing so, enhance the reputation of the company and at the same time, differentiating themselves and the organization from the competition.

FREE TRIAL

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WHY eLEARNING

Enabling sales people to develop and refresh their skills without leaving the field.

EVALUATE THE PLATFORM

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BROWSE LEARNING TRACKS:

Key Account Manager
Account Manager
Inside Sales
Field Engineer
Sales Manager
Sales Coach
Marketing
Consultant
À la carte
Executive

Here you can create the content that will be used within the module.