THE RIGHT WAYto onboard new Sales Managers

It can be hard for sales people to make the transition to Sales Manager

Each job requires a unique set of skills

Few sales organizations have

comprehensivetraining programs in

place for frontline sales managers

Resorting to on-the-job training for sales managers can be slow, inconsistent, and not deliver desired results

• Recruiting and selecting the right team

• Setting team goals and priorities

• Managing performance

• Coaching and developing selling

• Leading and motivating

NEW SKILLS REQUIRED:

DRIVERS OF SALES TRAINING SUCCESS

Customization

Executive Sponsorship

Training Workshop(s)

Follow Up

Reinforcement

2

3

4

5

1

Customization1

Effectivecustomization

is time intensive

But critical for increasing relevancyfor sales managers

Executive Sponsorship2

Executive sponsorship is absolutely criticalto successful sales management program implementation

EXECUTIVES NEED TO BE INVOLVED IN:

Pre-training communication

Program launch

Post-training reinforcement

Application assignments

Training Workshop(s)3

Scheduling intensive, multi-day training events may not be effective or practical

Consider

delivering sales

management

training over a

period of several

months

…to allow sufficient time for reinforcement and coaching sessions for skill mastery

Follow Up4

Unless you have a structured follow-up program in place

Your program may not achieve long-term behavior change

Create individual action

plans outlining concept

application and tools

over the next

30/60/90 days

Participants should also be given reviewable in-the-field “assignments” to apply new skills and tools

Reinforcement5

Post-training reinforcement and

coaching sessions are a great opportunity

Sales managers can discuss real world management challenges with their peers

Reinforcement sessions provide opportunity to

present materials and obtain feedback

With the appropriate training,

this can be the first step on

the journey to a successful

sales management career

Learn how to transition star sales reps into high performing sales managers!

COMPLIMENTARY OFFER

Download White Paper

BY Ray Makela.

@RayAMakela