Strategies for New Sales Managers - Level 1

The best way to reward stellar sales performers is to promote them to a higher position. The best way to prepare them to succeed in their new role is to provide them with the tools to guide them.

This seminar seeks to provide insights and techniques to the new sales supervisors and managers as the transition from sales professional to sales leader. The basic managerial functions and tips are geared to develop in them a deeper appreciation of their new role as leader. This in turn would prepare them to manage the challenges that they will face to deliver on the expectations of their bosses and team members.

Target Attendees:

This is for new sales supervisors and sales managers as well as sales professionals being groomed to lead sales teams

Learning Points and Objectives:

The participants will be guided on how to:

1. Manage the transition from salesperson to sales supervisor or manager
2. Plan and organize their strategy in their new role as leader
3. Recruit, select and build a productive sales team
4. Motivate salespeople and deal with personality issues
5. Set goals and monitor the sales performance of their team
6. Develop Sales Action Plans that fit their unique selling situations

What makes this Seminar different?

This seminar is focused on helping the participants:
1. Learn the key leadership mindset shifts to develop in their new function
2. Develop their NEW normal as sales supervisor or manager
3. Apply the basic managerial functions that lead to sales force productivity
4. Learn tips on managing the common problems and issues that affect sales supervisors and managers
5. Create sales action plans that will meet the company's goals and targets

Module I - The Sales Manager as the Foundation of Sales Success

A. Shifting your Mindset: From Foot Soldier to Sales Manager
    1. The Need for Transitioning in your New Position
    2. What Happens when Sales Leaders Fail to Transition Properly
    3. Becoming a Leader: A Reality Check on Upsides and Downsides 
    4. Qualities of Excellent Sales Managers

B. Appreciating your Value as Leader
    1. How do you feel about becoming a Manager: Accident or Destiny?
    2. The Power of Passion and Commitment when Managing People

C. Moving Forward Towards Positive Transitioning 
    1. The Equation for Change
    2. The Ways Leaders implement Change
    3. The 3-step Process of Implementing Change

Module II - Enhancing your Sales Management Skills

A. The Leadership Functions
    1. Manage Resources
    2. Guide People
    3 Achieve Results

B. The Management Functions
    1. Planning your Direction
       a. The New Mindset on Planning: Hoping vs. Coping

       b. Strategic Plans
       c. Tactical Plans
           1) Translating Strategies into Tactical Plans
           2) Tactical Direction: How to Compete

   2. Organizing your Team 
       a. The Organization as a Living Organism
       b. Recruitment and Selection
          1) Keys to Finding the "Right" People
          2) Focusing on what's important: Attitude, Skills or Both?
          3) Tips on Improving your Recruitment Activities 
          4) Key Skills when Selecting and Interviewing Recruits

      c. Stages of Building a Formidable Sales Team
      d. Promoting a Learning Organization
         1) The Need for Evolution in your People
         2) Ways to Promote learning

   3. Motivating and Leading your People
      a. Understanding the Motivation of People 
         1) The 3 Types of Employee Motivation
         2) Why People Don't Perform
         3) Tips on How to Get People Motivated

      b. Understanding the Different Types of Sales People
         1) The Ego Sales person
         2) The Pleaser Sales person
         3) The Authority Sales person
         4) The Principled Sales person

      c. The Pygmalion Effect
         1) How Leadership Styles can Validate and Invalidate 
         2) The Negative Pygmalion versus the Positive Pygmalion

      d. Communication as a Motivational Tool
   4. Controlling and Monitoring your Team's Performance
      a. Monitoring Performance: A Critical Managerial Function
      2) Managing your Team's Sales Pipeline  
      3) Providing Feedback and Re-designing Activities
      4) Managing Conflicts and Team Problems
      5) Guiding Difficult Sales People

Module III - The Take-home Action Assignment

A. Creating your 3-Month Sales Action Plan

B. Monitoring your Team's Sales Progress

C. Analyzing what worked and what didn't work

D. Taking Corrective Actions to Improve Sales Performance