Sales management training
ITD sales management training gives you ideas on both the skills and processes of sales management. Our approach is very practical to give you ways to improve your sales management and therefore your team’s sales results. Part of our practical approach is to work with your sales managers on their actual sales people. We call this approach Live Training and it works because it means ideas from the training can be implemented immediately. The ITD approach is based on over 20 years of sales management training experience.
What is different about ITD Sales Management Training?
- ITD training is tailored to your needs.
- We start with the behaviours you would like to see develop or change.
- Frameworks and models are there to be put into practice.
ITD training is tailored to your needs at no extra cost.
To make sure you get the most from our sales management training we tailor it to fit your needs. This means we make sure all the concepts and ideas in the workshop will be of use to your sales managers. So that they can put things into practice straight away we also give each idea a context relevant to your sales managers. This will be done in scenarios we create for analysis, practice sessions and scripts for review. In conclusion, tailoring the training to suit your needs ensures you get the training you want at no extra cost.
We start with the behaviours you would like to see develop or change.
In conversation with you we define exactly what behaviours you want to see change. We help you define these behaviours through structured conversations with you and your sales managers. This gives us clear objectives on what you want the training to do. Working with our behavioural scientist, we write the training to fulfil these objectives. As a result you get training which your sales managers will have the best chance of putting into practice.
Frameworks and models are there to be put into practice.
Sometimes training can be full of theories with little practical application. Not at ITD. Every idea we introduce we do so in the context of your sales managers’ perspective. It has to be relevant to work. For example our Sales Management Checklist is a framework which we tailor to to your business and your managers. We make sure that each one is right for your needs. This means your sales managers can easily plan how to implement those ideas they choose to.
Recent reviews from participants and clients
Professional Business Communication training
This class is 3 hours but it didn’t feel like it. It helped that the class is interactive and each person gets a chance to speak at one time or another. Martin did a great job keeping us engaged. I like the way he explained the topics and I genuinenly walked away with some great pointers regarding communication styles.
Martin was a great trainer!
He made the session interesting and engaging, and gave some really helpful tips for working effectively! Definitely one of the best trainers I’ve come across in sessions like this – would recommend.
"Working Effectively" module with Martin Chapman
Martin is a really friendly instructor whose enthusiasm came through even in a virtual training session. He aimed to create rapport among the attendees which I really appreciated. It was great meeting him!
Great workshop on Professional Business Communication
Really enjoyed how interactive this workshop was. I am now putting people into communication style boxes!!
Professional Business Communication - Very instructive and interactive
It was the perfect balance between theoretical and situational approaches.
Sales management training processes
The processes which would benefit from training depends on the needs of the organisation. Here are a few typical processes that we would expect to see in any sales management training:
- Setting Targets
- Sales Meetings
- One to Ones
- Employing The Right People
- Setting Targets
- Sales Coaching Checklist
- Performance Reviews
Sales management training skills / challenges
The specific sales management training skills / challenges which need to be developed vary from person to person. They also vary from organisation to organisation. Here are a range of sales management skills we would expect to review in our sales management training.
- What sort of sales people do we need.
- How to manage different types of people
- What a sales manager should do on day 1.
- Understanding the personality of each sales person and planning a way to manage them.
- Managing discipline.
- What really matters and what can be let go.
- How to manage poor performance.
- Managing unwanted behaviours.
- Developing a team spirit.
- Developing a team spirit in a remote team.
- Managing upwards to support your team.
- What sales people admire in their sales managers.
Sales Management Training agenda
The following gives an overview of the agenda for our sales management training. We will tailor this to suit the needs of your business and those of the participants at no extra cost.
1 The need for Sales Management
- Introductions and objectives.
- The purpose of the sales manager.
- The needs and wants of sales people.
- My best sales manager and my worst sales manager.
- ITD Sales Management Model
- The purpose of the sales team.
- Business expectations.
- Expectations of other departments.
- Sales Management Checklist
2 Recruiting the right sales people
- The variety of sales environments.
- Different sorts of sales people.
- Profiling the ideal sales people.
- Understanding the personality styles required.
3 Developing the sales team
- Identifying strong areas and development areas in your sales team.
- Characters you can develop and those which are more challenging.
- Coaching techniques.
- Setting a development plan.
- Challenging preconceptions.
- Discipline in your sales team.
- Setting expectations from Day 1, Minute 1.
- Reward & recognition.
4 Sales Planning
- Assessing your sales area.
- Identifying opportunities for growth.
- Dividing your area into sections.
- Managing performance.
- Account development plans.
5 Team Management and Culture
- High performance teams,
- Creating the right culture: attitude to error and learning from mistakes.
- Developing personal responsibility in your team.
- Encouraging the team to take ownership.
6 Your Sales Management Style
- Basing your style on your personality.
- Your development needs.
- Support you need from the organisation.
7 Action Planning
- Summary of your needs and those of your team.
- Actions for the team.
- Actions for each individual.
- Your personal development actions.
- Behavioural change theories to support your actions.
Sales management training; pre-course activity
- Prior to the training we will discuss your specific needs with you. We'll agree the results you want to see from the training.
- We'd prefer to meet a sample of your sales management team. This is to assess their perspective on their challenges, their teams and the market.
- An outline of the training agenda is drafted to review and develop.
- If it's a large team we recommend to run a pilot in order to test the training.
Sales management training; post course activity
- After the training we will send email reminders of the participant's actions.
- A conference call is a really useful follow up. In this call we share learning experiences since the training.
- We also offer one to one coaching follow up. This is particularly beneficial for those individuals you identify.
Some of the IP ideas we use on our Sales Management Training
Sales Management Checklist
Our Sales Management Checklist gives you a quick and easy way to assess performance. You can easily see which areas you are strong in and which need some attention.
Team Personality Model
We have been using our Personality Model for many years. Like all our models, it is simple to understand and easy to apply. The model always gets great feedback.
Sales Management Model
This ITD Sales Management Model gives the Sales Manager a clear foundation for the role. It is based on our experience of sales management over the years.
Body Language Communication Model
The ITD Body Language Model gives a simple framework for sales managers to use. It shows how to read body language, and communicate the right message.
Case Studies
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