Real Sales Manager: for about to be appointed and new sales managers
for New and about-to-be-appointed Sales Managers
Our flagship programme for new Sales Managers in their first 12 months after appointment as well as senior salespeople with a definite intent to move into sales management within the next 6 months.
The programme starts with our Essentials programme, which can be delivered in two ways:
>Standard: part online, on-demand training in your own time and at your own pace, complemented by coaching from one of our Accredited Coaches or one of you own senior leaders, or
- Customised: alternatively a fully customised programme with your coach selecting specific training tutorials for you to study between coaching sessions, depending on your particular experience.
Following completion of the Essentials programme, which typically covers six modules each with a coaching session, we will propose further development depending on your specific situation and individual experience. This will be a version of our Customised coaching programme, where coaching sessions are intertwined with online on-demand tutorials and exercises.
We have found that individual coaching is essential for new sales managers, as every role is different, and every individual brings a unique set of strengths (and weaknesses) to their position. Coaches for the Essentials programme are either senior sales leaders from your own organisation, or for the best possible experience we recommend our own Accredited Real Sales Manager Coaches.
Modules in the Essentials Programme
1. Foundations
What is management?
What is the difference between managing and doing?
What does success look like?
Transitioning from salesperson to manager
Survival Guide
2. Managing the Business
Sales Framework
Sales Management Audit
Cadence
Developing your own Framework
3. Managing the Pipeline and Forecast
Structure & Process
Qualification
Questioning
Deciding on the forecast
Gap Analysis
4. Sales Team Planning
Planning Primer
Goals & Objectives
Strategy & Tactics
Professional Decision Making
Build your plan
5. Developing the team: Coaching
What is coaching?
Radical Candour
Coffee Shop Coaching
Strategy Coaching
Coaching practice
6. Building the Team: Recruitment
The overall process
Attributes & Competencies
The interview process
Questioning
Onboarding
7. Management Style, Motivation & Values
X, Y and Z management
The Management Grid
Review of Motivation Classics
Standards & Values
for guidance only, available later in 2024
8. Teamwork & Sales Meetings
Teamwork principles
Stages of team development
Team roles
Sales Meetings: Types, Formats, Practicalities, Examples
for guidance only, available later in 2024
9. ABR / QBR, Account & Opportunity Reviews
Forms of Review
Overall structure of the programme
Overall structure of the session
Role of the sales manager
Black, Red, Blue Hats
Agility
for guidance only, available later in 2024
10. Leadership
Leadership vs Management
Leadership Skills
Thinking fast & slow
Managing 360 & upwards
for guidance only, available later in 2024
11. Different Strokes for Different Folks
Managing Interpersonal relationships Overcoming Barriers
Dealing with difficult people
Transactional Analysis
Emotional Intelligence
for guidance only, available later in 2024
12. Developing yourself
Personal presence
Personal branding
Exec sponsorship
Managing your ecosystem
Personal development planning
for guidance only, available later in 2024
Download a Brochure
Find out more about the overall programme.
Detailed Programme Description
Download a detailed description of the programme, including topics covered in each of the modules.