training sales managers why it could be your best investment ever (1)
Post on 15-Jan-2015
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Excel EnterpriseTraining Sales Managers
Why It Could Be Your Best Investment Ever
Nic Hallett
Why It Could Be Your Best Investment Ever
• Most Sales Directors Don’t Realise the Power of it
• Most Companies focus on the Sales Representative
• The real power is on Supporting the Sales representative use the Skills
What do Powerful Sales Team Have in Common ?
A Powerful Sales Manager
Coaching and Support
Sales Managers are best Placed to Deliver This
They Need Help to Do This
Sales Managers have a Wide Remit
• Delivering Sales Targets
• Business Planning
• Leading and Managing a Team
• Budget responsibility
• Marketing and Sales Planning
Skills Sales Managers Need
• Sales Coaching
• Business Skills
• Influencing
• Process Management
• Negotiation
What One Skill Can Bring Big Pay Offs?
Sales CoachingSales Coaching
“ Teach a Man to fish…………………………”
Sales Coaching Works………….?
With New and Experienced SalesWith New and Experienced SalesPeople……….The Style ChangesPeople……….The Style Changes
With New Sales Representatives
• They have a skill Gap and lack of knowledge
• Directive coaching
• Set small outcomes first
• Role Play and evaluate
With Experienced Sales Representatives
• Focus on what works and encourage
• Focus on ‘sticking’ pointsand resolve
• Directive coaching
• Role Play and evaluate
Sales Coaching is a Process
• Have outcomes for a sales coaching day
• Always follow up
• Encourage sales representativesand the rewards will come
How can you help your sales managers help Your team
?
World Class Training & Development
• Delivering success for over 25 years
• Over 120 Clients
• Across 24 countries – in 8 languages
• Average satisfaction rating of 93% in last 3 months
Training solutions for sales professionals
Get In Touch
To Contact us visit our interactive website
www.excelenterprise.co.uk
Excel Communications (HRD) Ltd, 45 West Street, Marlow, Buckinghamshire, SL7 2LS
tel: +44 (0) 1628 488854
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