Sales Development

Sales Management

When a group of sales executives were asked what was most important to improving sales performance, 88% answered, "making sales managers more effective," a finding consistent with a Sales Executive Council survey. At the same time, over 50% indicated their organisations were not preparing sales managers to lead effectively. Given the sales manager's potential impact on performance, these companies are leaving money on the table in the form of smaller ROI for sales training, weak sales productivity and higher turnover costs. Sales managers play a vital role in providing salespeople with the tools and knowledge to drive sustainable high performance. Your sales managers can improve their sales team's performance by learning how to:

  • Set business strategy and goals
  • Assess individual competencies and key areas for development
  • Select and hire sales team members with the right skills and experience
  • Establish individual and team performance expectations to maximise sales results
  • Coach effectively to improve individual and sales team performance

Sales Management Skills Programs:

Coaching the Counsellor Salesperson

The sales manager’s ability to develop and coach their people has a significant impact on sales team results. Learn how to reinforce skill usage of The Counsellor Salesperson (CSP) with the program Coaching the Counsellor Salesperson. Your sales managers will learn the ABC's of coaching, how to overcome the challenge of coaching, and receive a playbook to help coach sales representatives of all skill levels. learn more

Coaching for Sales Performance

Leading for Performance: Coaching for Sales Performance offers sales managers coaching skills and techniques to create the conditions under which salespeople can succeed. This program will enable sales managers to gain a competitive advantage using an effective structured coaching approach that taps their salespeople's potential and leads to improved performance and fulfilment. learn more

Interviewing for Selection

Leading for Performance: Interviewing for Selection is structured around the Behavioural Interview Process. This model provides the knowledge, tools and confidence managers need to prepare for, conduct and evaluate behavioural interviews. Participants will learn how to develop their own interview questions and objective, fair evaluation criteria. learn more

The Sales Leader Manager

The Sales Leader Manager: Leading Salespeople to Success provides sales managers with the framework and skills to enable their sales teams to succeed by achieving higher revenue, customer satisfaction and long-term profitability. learn more