Sales Management Resources

We provide tools to help sales managers coach their teams...

to a higher level of individual and team performance.

Sales Managers have one of the most challenging roles in any organization. They are charged with the responsibility to drive sales results. They need to meet goals on a variety of metrics such as total revenue, profit margin, and customer retention. In many organizations, sales managers have their own quotas or books of business, limiting their time to manage their teams.

How do we help sales managers drive results?

We help them become more effective coaches. The ability to successfully coach others toward improved performance is one of the fundamental core competencies of a great sales manager. Successful sales managers drive results by continuously coaching their direct reports toward incremental improvement in performance – day after day, week after week, month after month.

Our learning modules give sales managers a model for effective coaching and improve their skills, but this is not enough. With so many challenges demanding their attention, coaching often falls by the wayside. Sales managers know they should coach more, but are often pulled in other directions.

We help sales managers incorporate coaching into their daily routine by giving them the tools and structure to keep them focused on their coaching role. One of the ways we do this is by integrating sales managers into the training programs for their direct reports. For each behavioral learning objective in the course, we work with your sales managers to ask, and answer, these questions:

  • How will I know if my sales force is effectively applying this new behavior in the field?
  • What does good performance look like?
  • What can I do to develop someone when performance falls short?

Your sales manager is in the best position to ensure that learning sticks and translates to real results such as better hit ratios, shorter sales cycles, more profitable customers, and a more robust pipeline. Our role is to provide the tools. In effect, we coach the coaches.

Our philosophy on sales management training is unique. Our sales management courses focus on the basics of Coaching for Higher Performance and Managing Performance Metrics. Performance improvements in other areas of your sales manager’s role – such as customer segmentation, territory management, and CRM optimization – are handled through our Consulting for Sales Organizational Effectiveness services. We become an extension of your management team – helping you and your sales managers identify opportunities for improvement and implement best practices.

How can we help you?