Most company owners tend to focus primarily on the salespeople and making sure that they have the training they need to do their job. However, part of their job requires them to talk to their managers and supervisors to find out what quotas they have to meet. If your managers moved up the corporate ladder from the selling position, they probably aren’t quite ready to manage others because the duties are different. A sales management training program helps them learn the differences and how to perform their responsibilities now that they aren’t salespeople.
A Scenario
You’ve made it to the big leagues and now have a corner office. You get to decorate it the way you want and have a comfortable chair that is probably an executive-style chair. You’re now one of the go-to people for authoritative answers, and you settle into your office to think back on everything you did to bring you to this moment. Right in the middle of remembering some of your finest sales, an employee on your sales team knocks and breaks your reverie. He says that he needs to take a vacation at the end of the month and you suddenly realize that you have to be the one to tell him no.
What They Learn
With that scenario fresh in your mind, this is what most new managers deal with in the beginning. They believe their job is similar to what it was before, but instead of selling the company products and services, you end up selling yourself. You want to be fair and open-minded, but you also have to be firm so that people know they can’t get or do whatever they want because you’ll cover for them. With a sales management training program, they learn how to motivate and be kind while still getting the work done on time.
