Career in Sales

Can Sales Management Training Help You Get a Promotion?

Sales management training is essential to promoting a sales representative to a leadership role. The abilities needed to perform as a sales manager or leader usually vary from those required to succeed as a sales representative. A comprehensive sales management training programme integrated into the process can aid in preparing newly hired salespeople for the demands of their new leadership position.

Sales management training improves employee's knowledge, skills, and capacities to do a specific profession. The training process shapes salespeople's thinking and results in high-calibre performance. During training, employees pick up efficiency and skills; hence their chances of getting promoted increase, and they become an asset to the organisation.

Sales managers are responsible for producing sales results, hiring the right people, making accurate sales forecasts, managing their teams to greater performance, and coaching middle performers to close more deals. Sales managers impact a company's ability to increase revenue and generate consistent profits. Having skilled, successful sales managers is more crucial than ever as markets become more competitive and sales cycles lengthen.

Sales management training focuses on crucial sales management skills, including assessment, customisation, engaging training, and ongoing reinforcement so that salespeople get the lasting behavioural change that drives results.

Difference between Selling and Management

The sales manager's role is one of the most challenging roles in the organisation. A sales manager needs to recruit, manage targets, manage the operation process, motivate and train the salespeople, handle complaints, execute marketing strategies and be a customer champion and compliance officer.

Therefore, it is wrong to assume that the best salesperson can take on the sales manager role without proper sales management training or coaching. In fact, the qualities that make an exceptional salesperson successful may work against them when they take on the sales manager role.

Outstanding salespersons who are highly competent, strong performers, have a strong sense of worth and seek recognition for their individual sales accomplishments do not enjoy the role of sales managers that require them to accomplish the results through other people. 

One of the uniqueness of a sales manager’s role is that they lead a team of 5-10 people closest to the customers and market. Without the sales manager's involvement, any sales strategies or tactical plans cannot be successfully carried out, and neither can marketing messages reach the target audience.

It is the sales manager’s responsibility to ensure that the sales team's activities align with the company's sales objectives, and it is the sales manager who can give the marketing team and business useful information about customer feedback, competitor information, and the market.

Hence, with sales management training, salespeople acquire skills such as management ability and motivating leadership styles that increase the sales team’s performance and reduce retention. Moreover, sales management training for salespeople helps promotes them to the position of sales managers.

Skills Required by Sales Manager

A sales manager is responsible for devising and implementing training procedures for new hires or promoted employees. A sales management training programme can help sales professionals who transition into management roles succeed and help them further develop their management skills.

The following skills are needed to fulfil the sales manager role effectively. These skills can be acquired or gained through training.

1. Ability to forecast sales goals using analytics

Ability to forecast sales goals using analytics

To set sales targets, sales managers must be able to evaluate and analyse sales data and base their actions on it. This role is essential for conducting in-depth market and customer research to identify prospects and collaborations.

This needs strong analytical skills and the ability to draw productive and meaningful conclusions for the organisation's benefit. Such information is useful for forecasting and establishing sales targets in accordance with the company's goals. This also forms the basis of strategising sales plans to be implemented by the sales manager.

2. Strategic thinking and planning skills to implement sales plans

Planning is crucial in ensuring a sales department expands and, eventually, a company can scale. Once sales managers have gathered the necessary data and insights to devise a plan, they should strategise the course of action that will lead to the realisation of the said sales plan. This includes enforcing, tracking, and updating from the start until the end to ensure the plan's successful implementation.

It also entails bringing the entire team together to work toward a shared goal to enhance workflow management. To do this, a sales manager must understand how to clearly define the sales goals, lay out the process for everyone to follow, and offer the required coaching and assistance to ensure that the entire sales team consistently achieves success.

Planning is a continuous process, and it needs to be updated to reflect market and customer requirements changes. To promote company success, the prospective sales manager must focus on refining their analytical and strategic thinking abilities.

3. Ability to delegate responsibilities

A successful sales manager's mark is how effectively he utilises the sales department's potential to attain organisational objectives. To do this, a sales manager needs to understand when and how to assign tasks to increase business efficiency.

A good sales manager doesn't overburden himself with tasks that can be delegated, nor does he micromanage his staff members to the point where it interferes with their natural ability to work well.

4. Communication ability

The sales manager must have the required interpersonal and communication abilities. They must clearly convey the objectives, goals, strategies, and visions so that everyone is aware of their respective roles and what they need to do.

Sales managers must be proficient communicators with strong interpersonal abilities. A sales manager must communicate effectively to deliver sales information, assign tasks and responsibilities, identify inconsistencies and offer coaching to improve them, provide support, motivate the sales team with inspiring words, and build profitable relationships with customers.

5. Ability to motivate, coach, and mentor salespeople

Ability to motivate, coach, and mentor salespeople

No matter how successful you have been as a sales manager, it won't matter if you can't have a positive impact on how well your team members perform. Sales managers build self-assured leaders at every level and are capable of getting things done. Few sales managers offer coaching due to their lack of knowledge, coaching experience, and perception that it is simpler to handle things themselves.

A sales manager must be equally concerned with following the progress of the organization’s goals as he is with the day-to-day operations of a workplace. Thus, a sales manager should actively enhance the salespeople’s sales process quality by soliciting effective coaching, support, and guidance.

One of the best methods to prepare sales representatives for promotion is sales management training. It offers a strategic process to improve leadership abilities like goal-setting and monitoring sales representative performance.

Sales management training courses are an excellent way to teach modern selling skills using the latest techniques. Sales representatives can benefit from sales management training courses that address specific skills that are vital for sales managers to know and understand

Final Thoughts

Training for effective sales management is a process rather than a one-time event. Because of this, if you want training that sticks, pick a program that builds in ongoing reinforcement.

A high-impact sales management training must include job aids, tools, and post-training reinforcement sessions. They must assist in implementing long-lasting behavioural change rather than providing information that will be forgotten after a few weeks, substantially boosting sales performance and meet challenging objectives.

If you are looking forward to beginning your sales career, we at Juno School of Business invite you to begin the journey with us. 

In an eight-week interactive online session, we teach all you need to know to begin a successful sales profession (and get hired). Start your application now!

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