Sales Management Training - Is it Really Necessary?

Sales Management training is not as common as it used to be, as more and more organizations think the sales management should already know it all. However, lack of training is the root to most companies' bottomline problems.

Sales management training is just as important, if not more than, salespeople training.

Top executive management are the leaders of the sales force and need to be constantly demonstrating the appropriate behaviours for their salespeople to follow. It is really a monkey see, monkey do situation.

Are your sales leaders demonstrating appropriate behaviours?

Do they have goals and a plan of action to accomplish those goals? Are they disciplined, motivated, energetic and enthusiastic. Are they the type of mentor that you would like to have? Are they going on prospecting calls with their sales executives, or even handling accounts on their own?

Are they debriefing after a prospecting visit and providing feedback / coaching? Are they investing in their team or are they investing their time in moving upwards in the organization?

Without proper training, sales management is not half as effective as they can be. However, like most training, for the training to be effective it also needs to be customized to organizational objectives, it needs and should be conducted on an ongoing basis with one on one coaching.

Sales Management training should include following a sales results system, and demonstrating that system with their salespeople on an ongoing basis. For example, if sales executive management is always telling their salespeople what to do, who owns the idea and who is committed to making it happen? Also, what are the salesperson going to do with the customer - tell them as well?

What if sales management training provided a system whereby sales reps would be engaged, come up with ideas, take ownership and make it happen. Then who is committed? Is that not the way you would want your salespeople to be with your prospects and customers - engaging and buying from you versus telling and selling where there is no ongoing relationship.

Most organizations provide sales training, which is great, particularly if it is ongoing, but they forget salespeople management in the process. It will help management to hire top producers, and then allow them to motivate, mentor, coach, delegate, obtain ownership and commitment, build high performing teams, run effective meetings and provide for ongoing training, creating more winners.

Sales management training is the foundation to ongoing sales results from selection, to coaching, training, rewarding and promoting. It is absolutely necessary!

Bob Urichuck is an International Speaker, Trainer and Best-Selling Author. Learn personally from Bob in the areas of Sales, Motivation, Leadership and Team Skills. Bob presents a series of great ideas and strategies with combination of facts, humor, and practical concept in a high-energy and self-discovery process that you can apply right away to achieve results. Subscribe to Bob's Free Newsletter, worth $297, visit http://www.BobU.com Now!

Training and Motivating Sales Staff

So often we hear about companies training their sales staff and spending hundreds of thousands of dollars to make sure that they are trained correctly and properly. Then we see that the average salesperson stays at the company less than six months and the training that has been an expensed to teach them goes out the window.

Additionally often companies will spend hundreds of thousands of dollars motivating their staff and hundreds of thousands of dollars motivating their sales team. What is interesting about this is that some of these people are so motivated that they find themselves out searching for another job and thus defeats the purpose.

Worst of all we have seen companies spend hundreds of thousands of dollars training their sales staff and do not spend any money motivating their sales staff or they spend hundreds of thousands of dollars motivating their team and yet never give them the training they need to make sales out in the field.

For a sales team to be effective they need both training and motivating and without this the company should not expect robust sales in future periods. Training and motivating sales staff is something you should consider and they go hand-in-hand. Please think on all of this in 2006.

"Lance Winslow" - Online Think Tank forum board. If you have innovative thoughts and unique perspectives, come think with Lance; http://www.WorldThinkTank.net/. Lance is a guest writer for Our Spokane Magazine in Spokane, Washington

Are You Training Your Sales Teams to Fail?

There are in deed hundreds of articles on sales training and how to sell. Every company needs good sales training for their sales staff no matter what kind of products or services they offer. Unfortunately, many companies do not have adequate sales training and if you fail to train your salespeople you are also training them to fail.

This is because you are not correcting the mistakes they make and they are getting into the habit of making them continually. In fact their mistakes become habits that cannot be broken. Once this occurs even a robust sales training system may not be enough. They say; old habits die hard and it is true also in the sales training arena.

If you fail to train your salespeople you are training them to fail. Are you training your sales teams to fail or have you secured competent and professional sales trainers to come in and teach them how to do it correctly? I did not mean to put you on the spot and you do not have to answer my question, but I hope you'll think about it.

If your company fails to make its sales numbers and you are running the company or the manager of a division of salespeople and you fail to do training, then in the end you will be the one who is fired, as someone must be brought in to replace you. It is as simple as that if the company fails to make sales the company is no longer a viable business. Please consider all this in 2006.

"Lance Winslow" - Online Think Tank forum board. If you have innovative thoughts and unique perspectives, come think with Lance; http://www.WorldThinkTank.net/. Lance is a guest writer for Our Spokane Magazine in Spokane, Washington