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Learning: A Transitions in Leadership Seminar

Transition To Sales Management

Strategies and skills for successful sales management

It is easier to be "fired" by those below you than those above. When they fail, you fail; when they succeed, you succeed.

Sales managers are the liaison between management and sales reps in the field. Balancing the tasks of building a team and achieving goals, sales managers and sales trainers contribute to bottom-line success.

In the past, your success depended on your ability to sell. Now your success depends on the success of others. You need to learn techniques for applying your sales skills in a new way, empathizing with sales reps in order to support their success. Sales reps and managers are easily bored. They are often fast-paced, quick thinking individuals who can successfully approach people and make lasting contacts. Transitions to Sales Management is a highly interactive course that sales managers enjoy while gaining specific skills they can use immediately. The seminar identifies how to achieve management success and provides a forum to discuss specific issues while learning from management peers.

Sales managers quickly learn how to:

• Work as a part of a management team
• Avoid a reactive or hasty approach to problem-solving
• Rely on team support to plan and strategize

SEMINAR PREPARATION

Sales trainers and sales managers need to work with people who are going through similar experiences. TRANSITION to SALES MANAGEMENT is effective because it brings together both experienced sales mangers with additional potential and newly assigned sales managers to explore and discuss the management skills required for the role.

The preparation for this course is unique.

• Program content is designed after MTM interviews you and your staff.
• Original case studies are drawn from interviews with your successful sales managers.
• Actual situations are explored in role-plays created by participants.
• Your organization's sales style, reporting processes, and existing management operating procedures are part of the learning process.

SEMINAR CONTENT

Experienced sales managers need to find new techniques to address current situations and motivate sales reps. As they establish new relationships and apply interpersonal communication skills, participants develop greater unity toward company goals and sales objectives. Employing newly learned sales management techniques in group problem solving exercises, participants are able to discuss current performance issues.

Experienced sales managers find new solutions as the group discusses responses to different situations, offering insight and examining options.

Potential sales managers benefit from listening to the situations, exploring their own reactions, and evaluating the commentary from others.

By exploring practical alternative solutions to resolve actual performance issues, each participant gains a wealth of information to draw from when making future decisions.

SEMINAR TOPICS

• Sales manager roles and responsibilities
• Setting the pace and motivating others
• Employing sales skills to manage staff
• Leadership: planning and problem solving

Seminars are limited to ensure ample opportunity for discussion. Each program is updated frequently in response to changing corporate structures and environments and to incorporate actual events.

 

Read about the 2nd part of this seminar >>

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