sales training consultants


Sales Training Consultants

Performance Through People


Changing Management Behaviour

Many companies spend vast amounts of money training the sales force, but never consider that if the manager's behaviour doesn't change with regard to how they manager the individual, after the training things will go on as before.

Having been brought in at the early stages of development of a global sales induction program for a major IT supplier, we were able to influence not only the training, but also what happened after the training.

As part of the induction process, managers were given a manager's handbook and a short one hour training course to explain what their role in the training and induction was to be. This included a pre-training checklist of activities that should be achieved by the new sales people prior to attending the course. During the course managers were asked to participate in sitting in on the role plays and providing feedback. Finally, after the course, a joint action plan was developed between the manager and sales person for actions to be taken to improve the sales persons skills and knowledge.

The outcome was a structured communication between the two parties with the aim of developing the sales person quickly and this seriously impacted the average time to effectiveness of new sales people. The MD also instituted drop in visits to the meetings to ensure the work was being taken seriously by the sales managers. This program actually led to a sales management program, as it clarified in the MD's mind that much of the reluctance to change was at the management level.

Can we assist with your training requirements? Just email us now with your details and we'll get back to you.


Bookmark The Site.

    Sales Blog Home     Sample courses     Sales skills     Management skills     Personal effectiveness     Consultancy     Training needs analysis     Sales force assessment     Competency based training     Training design     Sales training     The need for training     For company executives     For customers     For sales people     For sales managers     Types of training     Core sales skills     Business acumen     Individual Effectiveness     Sales induction     Delivery options     elearning     Face to face     Seminars     Power hours     DVD/CD     On the job     Measuring success     Level 1 - reaction     Level 2 - learning     Level 3 - behaviour     Level 4 - results     Common mistakes     No clear objectives     Its not sales training     What changes     No executive sponsorship     An isolated course     No sales engagement     The way forward     Tailoring for your needs     elearning for the basics     Face to face for momentum     Power training to re-enforce     Management training     Leadership     Driving the team     Coaching for results     General management     Case studies     Moving from product to services sales     Virtual team leadership     Selling managed services     Developing sales people new to IT     Delivering key executive messages     Changing management behaviour     Resources     Friends pages     Training quotes     Training feedback     Sales training books     Sales books     Leadership books     Management books     Self Help books     Sitemap     Contact

2007 Copyright ©