Articles & Whitepapers
Managing Sales Performance
Well-managed teams will deliver more sales at higher margins than those that are poorly managed or simply left to their own devices. A manager who consistently sets clear expectations, provides effective feedback and meaningful recognition and ensures salespeople have the tools and support they need to succeed will be rewarded with the benefits of a competent, committed team that delivers superior sales results.
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 programme 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
Leading for Performance: Coaching for Sales Performance offers sales managers coaching skills and techniques to create the conditions under which salespeople can succeed. This programme 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
Organisations are frequently looking for ways to increase the use of new skills in the workplace. The Counsellor Salesperson Challenge (CSP Challenge) is a Situational Judgement Test approach to supporting the application of skills from Wilson Learning's The Counsellor Salesperson (CSP) programme. learn more
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