| The Sales Manager probably requires the widest | | | | meeting. Whether the Manager meets with his team |
| range of skills than any other job in the company. On | | | | virtually online, or in person, they could set aside time |
| the one hand they have to be able to guide and | | | | in each meeting to cover a training topic. |
| direct the sales team and also have at least | | | | Reinforcement of key concepts in the sales meeting |
| adequate selling skills. In addition, one of the most | | | | setting can have tremendous benefits in terms of |
| important responsibilities is sales force training. | | | | sales results. |
| The Sales Manager is charged with the responsibility | | | | Another tip is to always look for ways to coach and |
| to delivering the quota through the team. In order for | | | | mentor the. When the manager makes a call with a |
| the team to be successful they have to be trained. | | | | sales representative, they can use that time as |
| Therefore, the Sales Manager has to be able to train. | | | | training time too. Critique the call and give feedback |
| On the surface this may seem easy. It is easy to | | | | on performance. Because the feedback is so close to |
| say that if you know how to sell you should be able | | | | the actual performance, the person being coached |
| to teach others how to sell. This logic is not | | | | can really see how to apply the training lesson. |
| necessarily sound. Training in itself is a skill. And, just | | | | Have a sales tip each week. The Manager can either |
| because you can do something doesn't mean you | | | | write or record a sales tip each week and distribute |
| can train others to do. | | | | to the team. This can be very effective when the |
| To assist in training, a lot of companies have a | | | | team is not in a centralized location. It serves as a |
| training department. This is mostly for larger | | | | way to have the team be consistent in using the |
| companies that have large teams. Even in those | | | | pre-determined companies approach to selling. |
| situations, the Manager has to reinforce what is | | | | In the final analysis the Sales Manager may have to |
| trained. When there is not training department training | | | | be very creative when it comes to thinking of ways |
| rests with the Sales Manager. | | | | to incorporate sales force training into very busy |
| Tips for Sales Force Training | | | | schedules. No matter how short on time the Sales |
| One of the biggest barriers to the Manager being | | | | Manager or the sales force may be, it is vital for the |
| able to conduct sales training is time. They need to | | | | long-term success to keep selling skills sharp. Without |
| utilize the time they have with the team as | | | | sales training and reinforcement of training concepts, |
| effectively as possible. | | | | the team will not maintain the desired level of |
| One of the ways to "kill two birds with one stone" is | | | | excellence. |
| to have sales training as part of the regular staff | | | | |