Your essential guide to Sales Management Excellence from Bigrock People Performance Solutions.
Sales Management is a wonderful profession, and a big responsibility. The best Sales Managers inspire, nurture, develop and stretch their teams to deliver more they believe they can. Organisations use salespeople to find, sign, and service customers, with the ultimate goal of building revenue and profits. Sales Management is the discipline of maximising the benefits a company and its customers receive from the efforts of these salespeople.
As a Sales Manager you should be consistently striving to develop your team, with the ultimate aim of driving up the revenue and profits for your organisation.
The Sales Management Excellence App takes you through every aspect of Sales Management, from what the role involves to developing your team members, including managing their performance and ensuring any necessary change is implemented. Some of the items it covers are;
- The purpose and role of a Sales Manager
- Leading and creating high performing teams
- How you should always begin with your Optimum Desired Outcomes and work back as to how they will be achieved (i.e. starting with the end in mind)
- An understanding of the development cycle
- Consistently using the development cycle to ensure all team members are developing themselves to higher levels ensuring a continuous upward spiral of development
- How to conduct coaching sessions
- How to conduct effective observations that deliver real value for the Sales Manager as well as their team members
- A model to use when conducting 121s to ensure they are effective
- A 5 step process for personalising development helping sellers develop their capability
- How to analyse and manage performance, creating a culture of excellence in the process
- Change models and the implications of change on people
- Top Tips – Refresh your memory on top tips and techniques from across the App
- Development plan – Use the Development Plan to create simple plans for each of your team members
- History – Look back at past Development Plans to track capability development
With top content from leading business coaches, the Sales Excellence App is the ultimate guide for Sales Managers who are looking to develop high performing sales teams, creating a culture of excellence in the process.
“Leaders relentlessly upgrade their team using every encounter as an opportunity to evaluate, coach and build self-confidence.”
Jack Welch, Former CEO of General Electric