Sales Management Training

Sales Management Training is critical for sales managers because most organizations typically promote people who have "worked their way to the top" of a highly competitive field by distinguishing themselves as excellent sales people. The key reason all sales managers may benefit from sales management training is that the skills that make someone an excellent sales person are not necessarily the same skills required to make him/her a successful sales manager.

The role of a successful sales manager is to focus on creating a workplace culture and getting things done through others. M3's ProActive Sales ManagementTM training program gives you the "tools" needed to succeed. How do you know if you need ProActive Sales ManagementTM Training? Take the quiz:

• What should I expect from a Sales Management Training program?
  
• What is the best practice for implementing Sales Management Training?
  
• Why M3 Learning for Sales Management Training ?
  
• ProActive Sales ManagementT QUIZ: How reactive are you?
  
• Who's using M3's ProActive Sales ManagementT Training ?
  
• What are additional resources for Sales Management Training?
  

What should I expect from a Sales Management Training program?

A Sales Management Training program should ensure that sales teams and sales managers are working in concert to gain a competitive advantage. A successful Sales Management Training program should be designed so that sales teams and sales management work a common sales process, following the same sales methodology, using the same sales vocabulary, working the same sales cycle, focusing on the right metrics aligned with the overall business objectives.

What is the best practice for implementing Sales Management Training?

Best practices for implemented a Sales Management Training program should include the following key content areas:

• What really motivates sales people to over achieve?
• Identification of Key sales performance metrics
• How to find and hire the winner sales person?
• Powerful sales vocabulary the entire organization can adopt
• Sales leadership/sales culture(s)
• Revenue, Frequency and Competency measurements
• Coaching Counseling
• Goal Setting
  

Why M3 Learning for Sales Management Training?

M3's premiere Sales Management Training course is for anyone who wants to learn the secrets of motivating people to their highest performance levels. Students of M3 Learning's ProActive Sales ManagementTM Training learn how to interview effectively, set specific goals for continuous success and turn "B" performers into "A" performers. In your ProActive Sales Management Training course you will learn

• Beyond carrot and stick: What really motivates sales people to achieve?
• The rating game: How to let your sales people effectively measure their performance
• Moneymakers: The two key metrics for increasing revenue
• Lead the Way: Develop new leadership skills that will inspire your sales team
• No more losers: Raising the bar for your whole team
• How to remove the "maybes" from your sales funnel and improve your overall sales forecasting

ProActive Sales Management Training QUIZ: How reactive are you?

1. How many voicemail's or emails do you get a day?
   
   A. Less than 5
   B. Between 5 and 10
   C. Between 10 and 15
   D. Between 15 and 25
   E. More than 25
   
   
2. Of the last ten sales situations you were involved in as a manager; how many times did you have to interject a vital piece of information or even "take over the call?"
   
   A. None
   B. 1 to 3
   C. 4 to 6
   D. 7 to 8
   E. All of them are you kidding, that's what I'm there for!
   
   
3. Do you have:
   
   A. One phone and one email address
   B. One phone, one email address and one cell phone
   C. One phone, one email address, one cell phone and a pager
   D. Office phone, cell phone, pager, email address (office), email address (home), fax machine, laptop, and a palmtop or PDA
   E. Multiply of any items d) above
   
   
4. If you ranked your sales team members on a scale of A, B, or C scale (with A being your top performers), which of the following patterns most closely resembles the proportion of time you spend with each group?
   
   A. 80 percent on As, 10 percent on Bs, 10 percent on Cs
   B. 60 percent on As, 30 percent on Bs, 10 percent on Cs
   C. 40 percent on As, 30 percent on Bs, 30 percent on Cs
   D. 30 percent on As, 20 percent on Bs, 50 percent on Cs
   E. 10 percent on As, 20 percent on Bs, 70 percent on Cs
   
   
5. What percentage of your office time per week do you spend planning one to three or three to six months out?
   
   A. 25 to 30 percent
   B. 20 percent
   C. 10 percent
   D. 5 percent
   E. Have to make the number today! No time for the future.
   
   
6. What percentage of the day do you spend with you're A+ sales people?
   
   A. 25 TO 30 percent
   B. percent
   C. 10 percent
   D. 5 percent
   E. Let them so what they do best. I've got a ton of other problems.

If you answered d or e to any or all of the questions above, you need to be more ProActive, and the ProActive Sales ManagementT Training is the course designed for managers like you. TAKE CONTROL, implement ProActive Sales ManagementT training in your organization [note make it a link to that part of the site]

Who's using M3's ProActive Sales ManagementT Training?

M3 Learning's ProActive Sales ManagementT training is being used by major organizations globally. A sample of some of the client organizations using ProActive Sales ManagementT Training system are:

Virgin Atlantic
AMR Research
EFCO
Thomson and Thomson
Monta Vista Software

What are additional resources for Sales Management Training?

ProActive Sales Management Books

ProActive Sales Management CD's

Voice 2 Insight

4 x 12 Sales Planning and Execution Syste