Make the Leap From Sales to Sales Management — and Make the Most of Your Opportunities!
Individuals who develop expert sales skills invariably find those talents will open doors to exciting new career opportunities. However, success in sales does not necessarily prepare you for success in sales management or other leadership roles.
Whether you have your sights set on a promotion or are settling into a new managerial role, Transitioning to Sales Management will help you successfully make the leap from team member to team leader. This course will focus on three core competencies — managing processes, managing people and managing a sales culture — and teach you how to apply them to your best advantage.
Tap into the knowledge and expertise of the accomplished sales executives who lead the course. Information-packed lectures will instruct you in the strategic and tactical responsibilities of a sales manager, while practical exercises show you how to leverage processes, communication and people to ensure a successful sales organization.
Who Should Register?
Designed for those who have completed Expert Selling, this eight-week, 100% online course prepares you to make the move from front-line sales to senior-level management. Whether you are an aspiring manager or seeking to become a better one, Transitioning to Sales Management will empower you to build and grow a successful sales organization.
What You’ll Learn
Benefits and Challenges of Transitioning From Sales to Sales Management
- Vital tools and techniques for new sales managers
- Roles and responsibilities of a manager
- Making the transition and overcoming common obstacles
- Short-term and long-term benefits of a managerial role
- Change in paradigms: people/process-focused versus customer-focused
Dealing With Change
- Change-management strategies to drive cohesion and productivity
- Common reactions and how to handle them:
- Denial and disbelief
- Exploration
- Commitment
- Attitude
- Action
Communication Styles
- Top tips for managing four basic behavior types:
- Dominant
- Influential
- Steady
- Conscientious
- Shortcut to determining behavioral styles
- Understanding how to effectively communicate with others based on behavior
Listening Skills
- Effective listening skills to foster better communication
- Four modes of communication: reading, writing, speaking and listening
- Proven tools and techniques to enhance relationships and partnerships
Interviewing and Hiring
- Proven tactics for recruiting, interviewing and hiring the right individual the first time
- Where to find the best of the best
- Top tips for evaluating resumes
- Mastering interviewing techniques and the interview process
The “A” Team
- Developing and analyzing your sales organization
- Keepers and sleepers: identifying A, B and C players and their impact on the sales organization
- Time zones: time management tool for both the salesperson and manager
Sales Meetings, Training and One-on-Ones
- Leveraging sales meetings, training and one-on-ones to connect and motivate
- Using sales meetings to instruct, inspire and implement
- Training methods to get employees involved and motivated
- Using one-on-ones to create standards, measurements and objectives
Coaching and Counseling
- Top 10 behaviors of great coaches
- The learning cycle: when to use specific coaching and counseling methods
- Termination: when, how and where to do it
- Appraisals: examples, guidelines and measurements