Sales Leaders have one of the key roles in creating sales transformation and establishing a sales culture because they are the intermediary of converting theoretical strategy into actionable and repeatable processes and then ultimately on to results.
An effective and inspirational leader can make all the difference between a sales team which habitually finds reasons why a target cannot be hit, and one which consistently comes in over target. Unfortunately, most companies provide little to no sales management training for their rising leaders.
In many organisations we regularly see that the top sales people are the ones who eventually get promoted into sales management and all too frequently they are left to simply “get on with it” without specific guidance to develop the habits of a high performing sales leader.
Development is Essential for Sales People to Become Great Leaders as so many of the characteristics of top producers (independent, self-motivated, fast-paced, disciplined, autonomous, etc) are in some ways directly conflicting with the characteristics it takes to be a great sales manager (team-oriented, patient, graceful, flexible, etc).
Without any formal training, sales managers tend to coach younger salespeople in the way they would personally want to be coached rather than on what is needed for that individual.
The result is under-performing teams, unrealised potential, and often a decrease in salesperson retention. And, since there are so few well trained sales managers, the problem only compounds over time with no great examples of sales management to follow.
SBR Consulting can partner with you to change all that. One of our specialties is helping you to build customised sales management training for your key sales leaders.
We will teach them the time-tested principles that the Southwestern Family of Companies has used to build successful sales teams in dozens of different industries based on our core sales leadership model: