how to effectively onboard new sales managers
Post on 15-Aug-2015
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THE RIGHT WAYto onboard new Sales Managers
It can be hard for sales people to make the transition to Sales Manager
Each job requires a unique set of skills
Few sales organizations have
comprehensivetraining programs in
place for frontline sales managers
Resorting to on-the-job training for sales managers can be slow, inconsistent, and not deliver desired results
• Recruiting and selecting the right team
• Setting team goals and priorities
• Managing performance
• Coaching and developing selling
• Leading and motivating
NEW SKILLS REQUIRED:
DRIVERS OF SALES TRAINING SUCCESS
Customization
Executive Sponsorship
Training Workshop(s)
Follow Up
Reinforcement
2
3
4
5
1
Customization1
Effectivecustomization
is time intensive
But critical for increasing relevancyfor sales managers
Executive Sponsorship2
Executive sponsorship is absolutely criticalto successful sales management program implementation
EXECUTIVES NEED TO BE INVOLVED IN:
Pre-training communication
Program launch
Post-training reinforcement
Application assignments
Training Workshop(s)3
Scheduling intensive, multi-day training events may not be effective or practical
Consider
delivering sales
management
training over a
period of several
months
…to allow sufficient time for reinforcement and coaching sessions for skill mastery
Follow Up4
Unless you have a structured follow-up program in place
Your program may not achieve long-term behavior change
Create individual action
plans outlining concept
application and tools
over the next
30/60/90 days
Participants should also be given reviewable in-the-field “assignments” to apply new skills and tools
Reinforcement5
Post-training reinforcement and
coaching sessions are a great opportunity
Sales managers can discuss real world management challenges with their peers
Reinforcement sessions provide opportunity to
present materials and obtain feedback
With the appropriate training,
this can be the first step on
the journey to a successful
sales management career
Learn how to transition star sales reps into high performing sales managers!
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