Transforming the Traditional Methods of the Sales Manager
Common Issues Sales Managers Face:
- Developing a department wide coaching culture to continually drive performance
- Inviting teams to develop their own potential and change their behavior based on consistent “everyday” disciplines.
- Fueling and working with your teams competitive nature to increasing sales and meet company objectives.
Ultima’s sales coaching training is specifically targeted to deliver processes that managers can implement within their sales teams to reach a higher level of performance.
Our aim is to develop the traditional role of a sales manager from being a boss to becoming a team coach. Utilizing a four-part framework we assist sales managers in becoming aware of the need to provide more than a just the typical evaluative sporadic performance review a few times each year. Instead we show how to best offer developmental feedback on a frequent basis to which is directly linked to achieving company results. Making use of our years of experience we have created a puzzle of customized scenarios which enables sales managers to practice the most critical skill which are at the heart of every great sale, which they can then use to motivate their teams. One example is —“letting them talk first” — put simply, instead of “telling” staff what to do, encourage them to find the solution themselves through effective questioning. This quickly pushes salespeople to uncover obstacles and create their own excellent solutions.
The overall result usually displays itself as a smarter more skilled group, who work together well and bounce ideas backwards and forwards to each other. They will in time begin to self coach and more independently reach business goals, providing more time for their sales managers to dedicate to other critical priorities. Always remembering that these techniques will only work by continually obtaining and working on valued feedback given to establish the complete process as an integral part of everyday business.