What Happens When You Don't Train Your Sales Managers?

Situation: your sales manager was once your top producing sales rep. Have you trained this person on how to be an excellent sales manager? If not, click below to find out what happens next...

Next

Untrained sales managers set off a
productivity-destroying chain reaction...

Untrained sales managers focus on what they know best, selling. They spend their time working on the largest deals... or jump in to take over customer meetings... (in both cases stifling the learning curves of their reps).

Untrained sales managers don't define standards of performance... so they don't coach to standards... which leaves the sales reps to sink or swim on their own... and leaves the manager without any objective means for evaluating performance... which means your managers hang on to poor performing reps too long...

Acceptance of one salesperson's mediocrity brings the entire team down.

Untrained sales managers think that if they solve the problems salespeople bring to them, the reps will automatically sell more. Not true.

Sales managers need to expect salespeople to solve their own problems. When a salesperson comes to the manager with "a monkey on his back" it is the manager's duty to:

1) Ask the rep how the problem should be solved
2) See that the rep leaves with the monkey!

The newly minted manager was once a high-performing sales rep who dutifully implemented the boss's suggestions.

Managers assume the reps now reporting to them will do the same, and follow their suggestions.

Sales managers who fail to follow-up create a team culture that's lacking in accountability. Without accountability there can be no team excellence.

Untrained sales managers become buried in "stuff" work, reactive fire-fighting, feeling overwhelmed.

They're working harder than ever, but unable to catch up.

Untrained sales managers have no time for what should be their #1 priority, coaching—no time to teach his or her talents, skills and energies to those individuals on the team who need and want it the most.

Sales managers react to the issues of the day with no strategic plan for developing the team.

Untrained sales managers focus primarily on job tasks. They spend little or no time thinking about non-task issues such as team morale, individual rep motivators, career planning for sales reps, etc.

Effective sales management is a skill set that is altogether different from selling.

These top performers were picked because they're the most committed, and have the best sales skills. Have you trained your sales managers how to coach, lead and motivate salespeople?

Companies that train their sales managers see faster ramp-up time for new-hires, increased sales productivity, and more satisfied customers. In short, the entire sales team will improve results when you train your sales managers on how to lead a sales team.

Our Sales Management Leadership program solves the problems sales managers have that prevent them from becoming great sales coaches.

We combine the "how to" skills that you would expect such as coaching, communicating and motivating the team; with the self management skills that sales managers need to manage themselves differently — so they free up more time to coach.

The Solution:

Download our FREE report: 10 Biggest Mistakes Sales Managers Make
Sales Management Leadership Program Description
Attend our Sales Management Training Seminar
Learn more about Sales Management Training

Download our Free report: 10 Biggest Mistakes Sales Managers Make

What Happens When You Don't Train Your Sales Managers?

Untrained sales managers set off a
productivity-destroying chain reaction...

Untrained sales managers become high-paid, administrative assistants to the salespeople.

Untrained sales managers don't follow-up. This leads to a lack of team discipline.

Untrained sales managers don't manage time effectively. They don't set priorities.

Untrained sales managers
think short term.

Does your company need high performing sales managers?

What's next...

Download our Free report: 10 Biggest Mistakes Sales Managers Make

What Happens When You Don't Train Your Sales Managers?

Untrained sales managers set off a productivity-destroying chain reaction...

Untrained sales managers become high-paid, administrative assistants to the salespeople.

Untrained sales managers don't follow-up. This leads to a lack of team discipline.

Untrained sales managers don't manage time effectively. They don't set priorities.

Untrained sales managers think short term.

Does your company need high performing sales managers?

What's next...

Untrained sales managers set off a
productivity-destroying chain reaction...

Untrained sales managers
think short term.