B2B Sales Management Training & Development
Who is coaching your coaches? The development of first and second-level B2B sales management is one of the most neglected areas in sales. In fact, it is the primary reason for the dearth of front-line sales management talent available today.
Sales Managers are almost always initially promoted into sales management due to their performance as a top sales representative; however, statistically speaking, most will fail. Why then, if they were a top sales representative, do they struggle to lead a sales team?
This is due to an age-old problem we refer to as “The circle of sales management”. When reps are promoted into management, they typically emulate the behavior of their previous managers. Since their managerial predecessors were not developed as sales leaders either, the newly promoted manager will repeat many of the same mistakes.
Note the reference to the development of “sales leaders” and not “sales managers”. This is not intended to be semantical…there is an enormous difference between the two. There are many managers in the world, but relatively few leaders.
The essence of B2B sales management is taking a team’s performance to a level that they would otherwise not have reached. If the sales leader doesn’t elevate their team’s performance due to their presence then there really is no reason to have them as a sales manager. Instead, the company can hire administrative aids to run numbers and produce reports for the senior sales executives. The bottom line is that world-class B2B sales results don’t occur due to sales management…they are the result of effective sales leadership.
So how does Sage Warfield’s sales management training transform B2B sales managers into difference-makers?
We deliver B2B sales management training results using a dual-focused approach. On one side of the spectrum, we sharpen the sales manager’s basic blocking and tackling skills that will improve their execution using the traditional tenants of sales management.
On the other side, we develop their ability to accelerate individual performance using Sage Warfield’s proprietary Sales Behavioral Psychology© (SBP) approach to sales management and leadership.
A sales management training & development program that only focuses on sales management fundamentals will be limited to incremental tangible sales improvement. This is because the fundamentals are process focused, and do not address the people behind the process. However, when integrated with Sales Behavioral Psychology©, the sales manager is armed with the unique ability to influence both people and process more effectively. The combination of the two will lead to exponential increases in sales performance.
Our B2B sales management training and development process focuses on turning adequate sales managers into outstanding sales leaders. Once we have completed our field-level sales management training, your sales leaders will be prepared to significantly elevate the sales performance levels of each and every member of their team.
"The Sage approach states that each location is worked with individually. Does this mean that our company will have multiple sales processes?"
No. The sales process will be customized for the entire sales organization. However, the sales process itself is a relatively small part of sales improvement. Implementation and utilization of the process is much more important than the process alone. Our implementation addresses psychological and behavioral issues that effect user adoption and internal belief systems. These factors ultimately determine the success of the process.
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