We’ve seen it over and over ... Poof! It’s Monday morning and you’re now a manager!
It happens all the time. The best salesperson in the company is suddenly promoted to manager. Now we not only have lost our top contributor, but they aren’t close to equipped for their new role.
Being a great sales manager takes much more than being a great salesperson. It requires a different set of skills and focus. In fact, the behavior that got you there may now work against you as a manager.
In the absence of strong leadership, the best salespeople will still thrive, but those who need help the most will be the ones who suffer. And that failure not only creates revenue problems, but even worse, retention problems.
The two-day Sales Management Academy from TCS is designed specifically for sales managers and includes not only deal coaching based on our COMPASS: Sales Coach™ process, but also includes hiring, interviewing, and on-boarding as well as total performance coaching.
The Sales Management Academy is not only a way to get a new Sales Manager the training that they need to be effective immediately, it is also for any Sales Manager who wants to get their entire sales management team using a common language. This course can be taught on site for just your company where we can help you establish consistent standards, tolerances, expectations and principles so that you can effectively run your management team the way you want.
In the Sales Management Academy the first module is on our hiring methodology and how to tailor to your organization. Starting with the buyers buying process for their industry, we develop your Best Practice Sales Cycle. The actions and activities needed per phase then defines competencies, skills, experience and knowledge needed to execute your sales process. This then defines the sales hiring profile as well as questions to be asked during the interview process.
Total Sales Performance Management
Most HR driven performance review processes are not specific to sales and are therefore of marginal practical use. TCS, however, has developed a 65 competency Total Sales Performance Review process based on complex sales. This is completed by both the sales rep and their manager for the purpose of overall performance coaching and development. Of course the first step is to identify which the 65 competencies are important your firm and tailor this process to you.
Deal Coaching Module
In this module we teach managers not only which questions to ask blind spots, assumptions, weak strategies, deals you shouldn't be in it all, and inaccurate assessments of preference and competitive strategy.
There is also a hosted software plug-in for COMPASS that indicates the managers’ assessments of the 12 questions using a red, yellow, and green dashboard for each question of each deal.
Poof! It's Monday morning and you're the manager.