Sales Management Training
A key component of success in today’s competitive business environment is consistency. Sales people want the freedom to shake and move, accompanied by processes and systems to support them. This balance is fragile. Unfortunately, the freedom can be threatened by the process map, and the system is sometimes breached by “creative” selling.
Good sales people tend to be high strung, driven, and passionate. They can be demanding and arrogant without meaning any harm. They run on different fuel than everyone else. They are about “the chase” and “the close”.
Companies often confuse the core competencies of a great sales leader with those of a great sales person. They promote their top sales people to sales managers and wonder why they fail. Magis can help sales managers focus on the components of leadership specifically applicable to growing sales.
Leading Prima-donnas
Sales people will always be some of the most difficult and most rewarding people to manage. No two of them are exactly alike. How will you communicate sales expectations consistently and clearly to all salespeople? How often will you measure progress? Are your reward systems rewarding the right people for the right behaviors and accomplishments? Do you post sales results? How often? What do your customers say about your salespeople? Do you have development programs for sales people? Do you work to further develop top performers as well? Do your salespeople understand how much “blocking and tackling” goes on behind the scenes to help them succeed? How do they reciprocate and foster relationships in other departments?