Sales management training in Chicago is much different than training salespeople. While they may be similar in that the managers need to know what the salespeople do, they have different roles and responsibilities. The managers are there to oversee the sellers and to make sure they’re doing the right things. They must hold the salespeople accountable and be responsible for themselves and their teams.
Motivation
The first thing to understand is that the managers must be a motivating factor for the rest of the team. In most cases, the employees will not speak directly to the executives. Instead, they will wait for information to trickle down and be told to them by supervisors and managers.
Therefore, managers should know how to motivate others to get the job done correctly. Whether it’s the fact that they got a lead or when the close the sale, motivation is necessary for any sales management training session in Chicago.
Accountability
Both the managers and the rest of the team must be held accountable for their actions. When a team member calls someone and doesn’t generate interest, they must be responsible. However, managers are held accountable for what their team members do or don’t do. Therefore, they must work extra hard to ensure that their team is meeting quotas and doing their jobs correctly.
Coaching
Many times, managers and supervisors are the ones to coach salespeople when they’re failing. Therefore, sales management training in Chicago should focus on how to coach others on their jobs. To do this, however, the managers must understand the duties of their team members. They may need to be coached on what the salespeople do, how it’s done and why before they can coach others on what to do and how to do it.
