Sales Manager Support
There are few people in the sales organisation as critical to success as the Sales Manager. Behind every effective, motivated and successful sales team is an individual capable of true sales leadership.
Your Sales Managers are your most critical points of leverage in your selling strategy
Yet many Sales Managers have to learn their skills through trial and error. Many are promoted to the Sales Manager role because they were an excellent sales person. Often they were hired because the recruitment strategy demanded a body quickly, not necessarily because this was the best leader to put in place. Many learn to their cost that the job of Sales Management is very different to the job of selling. Frequently they struggle. They may be given little help by senior management to become as effective as soon as possible. Often problems or ‘challenges’ in the sales team can be traced back to the Sales Manager.
The Leverage Effect
“If you have one great sales person, you will have one great territory. If you have one great Sales Manager, you will have many great territories”
A professional and effective Sales Leader will understand how to create leverage through the sales team, leveraging the strengths of the better ‘Star Performers’ to the rest of the team, and over time, reducing weaknesses in individuals and the team as a whole. They will know how to create an exciting Performance Management regime. They will know how to grow and build strong sales territories and strong and confident sales people.
What can Building Solutions Group do for Sales Managers?
Our services help you build a strong sales management capability and include:
Analysis of Sales Manager strengths and weaknesses The design and build of effective sales management strategies working in partnership with Sales Managers – transfer of know-how and skills Training and development of newly promoted Sales Managers
The training of high performance coaching skills and performance management methods for Sales Managers Individual performance coaching and mentoring for Sales Managers – how to leverage the sales team Transfer of effective sales management know-how and methods to Sales Managers: empowerment Support to Sales Managers engaged in change management programs Support/coaching for Sales Managers engaged in negotiating major contracts or partner arrangements Opportunities to network and interact with Sales Managers from other organisations Research into how to accelerate the performance of new Sales Managers Support to Senior Management in interviewing potential new sales manager hires Knowledge Centre for Sales Managers
Sales Manager Resources
Your Sales Management skills are critical to your organisation's overall sales performance. Yet many Sales Managers are often untrained. This is understandable. Many are promoted at short notice. Others are transferred to fill a gap created by an unplanned departure. Whatever the reason, the urgent need to find a replacement means that often the new Sales Manager takes over without proper training. But, the expectation is constantly there for you to "get results”! BSG recognises this gap in the development and support of Sales Managers. To fill that gap we have created a package of practical solutions, which include the following:
Classroom training
The "BSG Effective Sales Manager" is a 4-day program consisting of two, 2-day modules spaced over 2 months. It focuses on how you can create results through a team of sales people. It emphasises people management and coaching skills. The program puts you, the Sales Manager, in a learning environment with others facing similar challenges elsewhere. This gives you valuable interaction that widens your understanding of the sales management role. The program is also an ideal refresher for experienced Sales Managers who have never had the opportunity to enjoy formal sales management training
Coaching
A follow-up personalised coaching session is held between the two modules. Each Sales Manager works with an experienced BSG Consultant to address issues of current concern. All BSG Consultants have held senior sales management positions: their coaching is based on their own extensive experience
Help desk support
Ask BSG is a web-based service enabling Sales Managers to email the team at BSG with their “how do I?” questions. Your problems and issues are answered professionally within two working days. You also can view questions and answers already posed by other Sales Managers. These, of course, are posted without identifying the questioner
White papers
BSG White Papers are available on-line and address current topics of specific concern to Sales Managers. They are a series of brief and easily read essays drawn from the collective knowledge of the BSG Consultants
For additional information, click here to email us.