The sales manager's number
one responsibility is to get results through the efforts of others. His/her
legacy is made and told by the extent to which he or she is able to develop
a highly skilled and productive sales force. In the end nothing else will matter.
course for Sales Managers contains four critical modules related
to developing and leading a winning sales team - Interviewing, Selecting
and Hiring, Leading and Motivating, Sales Coaching and Performance Appraisal.
Coach provides the tools to know what to coach, when to coach and
howto coach including formal coaching, curbside coaching and peer-to-peer
methods. Maximize your ability to "get results through the efforts
Strategy provides a systematic process to identify and select resellers
appropriate to your company and a powerful involvement techniques to make
sure your Value Added Reseller or distributor is working hard for you.
and Tactical Planning for Business Development starts with formulating
the vision, mission and guiding principles for the sales department/team.
From the mission you derive your critical success factors. From the critical
success factors, the strategies, tactics and measurements can be defined.
From the tactics and measurements you write the goals with action plans
and resource needs.
Selecting and Hiring is one of most critical jobs a sales manager
has to perform. Making errors on the front end can be very expensive. A "criteria driven" interviewing process can reduce errors by as
much as 42%.
Management provides the tools and "know how" to orchestrate a project
and bring it to a successful conclusion.