Why Training for Sales Managers

Sales training is not only for entry level employees. It is not only for the inexperienced salesperson who is just entering the workforce. In fact, sales training is such a versatile tool that it is very useful to individuals in all stages of their sales careers.

The need for sales training does not vanish once someone is promoted to the role of Sales Manager. Training is extremely important for new sales managers and it should not be overlooked.

Being promoted to a managerial position probably means that these individuals are not strangers to high levels of selling, and they probably have years of professional experience. However, they aren’t even close to being above the need for sales training. There are many reasons why additional and different training is an essential part of creating a successful sales manager.

A Step Above

Being a sales manager is not the same as being really good at selling. As a sales manager, you are not only responsible for your own selling performance, you are also responsible for motivating and leading your entire team towards success. Salespeople must be aware of the change in skillsets that occurs with this responsibility.

As a manager, you must understand how each individual on your team operates—this plays a vital role in how successful you are in coaching them. Knowing how to manage and motivate yourself is one aspect. Elevating the performance of a diverse team requires proper planning and new ways of thinking.

A unique skill set is needed when managing others and learning from industry professionals via sales manager training. It will help you start your managerial role off on the right foot.

Keeping Up with Trends

It is vital for someone who recently added “Sales Manager” to their title to participate in sales manager training. Business is constantly changing; consumer trends shift in a flash and companies have to keep up with the evolving marketing strategies. Sales is not an exception. People working in sales must keep an eye on the world’s latest and greatest—they must be aware of new developments and trends.

Sales training and sales manager training that is updated with new research and information about the latest sales tools is the kind of training that is absolutely crucial to the success of a new manager. Managers must be industry experts—because if they aren’t how can they expect their team to be?

Lead by Example

A sales manager must be able to lead by example. A sales manager that enrolls in Asher’s training:

• Shows their team that they are dedicated to selling and to being an effective leader
• Actively sharpens their industry knowledge
• Can offer hands-on support to their team when they participate in sales training
  • A smart sales manager will allow their team members to go through the same sales training. When their team has completed the training, the manager will know what they have learned because they recently completed training too. This enables the team to operate cohesively.

A sales manager that is not properly trained, might fall short of leading a high-performing team. On the contrary, according to Harvard Business Review, a developed sales manager, “improves performance across all the territories that manager oversees” (Zoltners et al., 2019, para. 3).

Ultimately, a ripple effect will occur. Sales training for a manager benefits the entire team. Without it, the entire team could feel the negative impacts of mediocre management.

Zoltners, A. A., Sinha, P., & Lorimer, S. E. (2019, March 14). Why New Sales Managers Need More Training. Retrieved December 15, 2020, from https://hbr.org/2019/03/why-new-sales-managers-need-more-training