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Sales Management Training Tip #1: Thoroughly assess your existing team.
I can’t tell you how many managers and business leaders come to me and say, “I need you to train my salespeople because they’re doing a terrible job.” Now, that may sound logical to some people at first. But it’s completely illogical when you really think about it. The reality is, there are probably some people on that team who shouldn’t even be there. And so, before we ever get into sales training, we want to first assess the existing sales organization.
Sales Management Training Tip #2: Use a process for identifying superior talent.
You may not be actively involved in the sales hiring process at your organization. But if you’re a manager or even the CEO of a good sized organization, you need to make sure that the process for hiring talent is going to yield superior performers. That means having a systematic process for hiring with multiple steps that force potential sales hires to demonstrate their selling ability. This is something I implement with my clients all the time, because we need to ensure the people we’re hiring are going to be the right fit.
Sales Management Training Tip #3: Know the strategic math to grow your sales.
Every manager, CEO, and sales leader must understand the exact math that goes into increasing sales.
There are only three ways to actually increase sales.
Sales Management Training Tip #4: Implement leveraged prospecting.
So many CEOs and sales leaders come to me and say, “I want our salespeople to be making more cold calls.” My first response is always, “Well, help me understand. Is cold calling the most effective use of their time?” Now, in some cases, it can be — but very rarely.
Sales Management Training Tip #5: Have a structured sales process.
This is a tough one. Many organizations are all over the place when it comes to sales process, so at the end of the day, they just end up letting their salespeople do whatever they want.
Sales Management Training Tip #6: Track discovery meetings closely.
Managers, CEOs, CSOs, and VPs of sales always ask me, “Marc, what is the most important KPI or what’s the most important metric that we can be tracking of our salespeople?” There is no one right answer to that question, but if I were to generalize one answer that is accurate for most organizations, it would be the number of discovery meetings that salespeople are setting. Discovery meetings are those initial sales meetings that are in the calendar for that first introduction.
Sales Management Training Tip #7: Let your CRM do the heavy lifting.
I always ask managers, owners, and CEOs the same question: “Do you know exactly what your salespeople are doing on a day-to-day basis?” What’s amazing is that they often can’t answer that question in the affirmative.
Sales Management Training Tip #8: Run a structured sales meeting.
Have you ever been in a meeting that was just completely unstructured? Suddenly, you look at your watch, and it’s been 90 minutes. You’ve accomplished exactly nothing. Well, this may be the experience that your salespeople have when they sit in on your sales meetings.
Sales Management Training Tip #9: Coach with intention.
Coaching is one of those things that most managers know they need to be doing more of it. Yet, they don’t do much of it at all. It tends to be very reactive.
As managers, when we coach with intention, it means that we have a systematic process to coaching people.
Whether you’re the CEO managing the VP level, or you’re the VP managing your managers, or you’re the manager managing your salespeople, or you’re the business owner managing your own salespeople, you need to be coaching with intention.
So, now you know 9 tactical strategies for a world-class sales culture. I want to hear from you. Which of these ideas did you find most useful? Be sure to share below in the comments section to get involved in this conversation.