Sales Management Essentials

All sales managers know that their reps must be dedicated to self-improvement. Success in sales is about staying razor sharp, relentlessly seeking out techniques, insights and tools to gain an edge.

But GREAT sales managers know that they too need to hone their skills. Not just their selling skills, but their MANAGEMENT skills. The challenge, of course, is that most professional development material requires a big time investment. But you have little time for non-sales activity so training yourself always seems to fall to the bottom of your priority list.

The kit contains 6 complete training modules

1. Sales Leadership Credibility Part I: The ‘Confidence Base’
2. Sales Leadership Credibility Part II: The Fallibility Paradox
3. Hiring Salespeople: How to Smoke Out Impostors
4. Six Managerial Styles You Need to Lead Effectively
5. Why 80% of Sales Training Doesn’t Stick
6. Sales Compensation: How to Get and Keep Top Talent

Why "Quick Take" modules?

Short-form: Just six to 10 minutes long. Today's adult learners can't sit for extended periods of time absorbing training material.

Single-Concept: Teaching people just one concept at a time vastly increases the likelihood that learning will be retained and deployed successfully. Each program delivers a single "aha moment".

Research-based: Learners that perceive their training as credible drives a higher level of behavior change.

The research says you’ll get high engagement and high knowledge retention if you structure training events in short segments that focus on one, research-based concept, not three, or four or five.

Here’s a summary of what you’ll learn in each of the modules:

Sales Leadership Credibility Part I: The ‘Confidence Base’ (9:52)

What does it take to be a credible sales leader? Is it charisma? Raw intelligence? Some intangible trait that some people are born with and others are not? The fact is, credibility often boils down to one key factor.

Sales Leadership Credibility Part II: The Fallibility Paradox (10:30)

Leadership credibility takes a long time to build but can be destroyed in seconds. The question is, how and why does it happen? What should sales managers do – and never do – to maintain a strong reputation as a trustworthy, reliable leader?

Hiring Salespeople: How to Smoke Out Impostors (7:58)

The cost of a bad sales hire is huge. Most obvious are the hard losses – the ads, the interviews, the training, the lost sales, etc. Not so obvious is the damage you do to your credibility as a leader when you repeatedly make hiring mistakes.

Six Managerial Styles You Need to Lead Effectively (9:52)

Some managers limit themselves to a single management style because they’re comfortable with it and because it worked in the past. But relying on just one style can limit your ability to get things done through people.

Why 80% of Sales Training Doesn’t Stick (5:45)

Each year the average company spend about $2,000 per sales rep on training. Now, if reps assimilated anywhere near 100% of that learning and applied it on the job, those training dollars would be well spent. But we all know that’s not happening. The question is, why? And what can you do about it?

Sales Compensation: How to Get and Keep Top Talent (11:24)

It’s always a challenge to strike just the right balance in your sales compensation plan. You want to attract top performers – but there’s only so much money to go around. So how do you spend it wisely? How do you know whether you’re paying reps too much, too little, or just enough?

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