According to sales managers, their biggest challenges are getting sales people to do the tasks they’ve been trained on and get paid to do. Managers overwhelmingly say their role seems too much like babysitting, coaxing and pep-talking talented people to work consistently at the business development aspects of the sales job. If often feels that managers care more about their sales representatives’ success than the reps themselves do. About 50 percent of sales managers fail within the first 18 months because they cannot successfully navigate these challenges.
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Whether you are an old pro or a new sales manager, the Managing Effort: Getting Results Sales Coaching Workshop makes the difference. It is the curriculum taught by the top-rated National Strategic Selling Institute at Kansas State University. Using this approach, sales managers can reclaim their schedules, effectively coach their sales team to over-quota performance — often seeing double digit increases in year one — and establish a foundation to thrive for years to come.
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Program Outcomes and Expected Results
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The two-day workshop will provide you with an approach to leadership that will positively affect and stay with you throughout your career. Graduates of the workshop have seen and learned:
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- How to hold sales representatives accountable and responsible
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- Program implementation that typically yields a 10-30 percent increase in team productivity
- Sales managers’ effectiveness typically increases up to 50 percent
- A coaching system that creates a high performance culture
- Sales reps become more self-managed and focused on key efforts that drive results
- How to get schedules under control and vastly increase ROE (return on energy). BOB MCHARDY, JOHN C. MARSHALL (AUTHOR)
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