Empowering Performance:
A Sales Manager’s Guide to Success
PROGRAM OVERVIEW
Module One: Learning to Lead Your Sales Team
Module Two: Building Your Sales Team
Module Three: Developing Essential Sales
Management Skills
Module Four: Achieving Results as a Sales Manager
Module Five: Leading Your Sales Team with
Momentum
Module One: Learning to Lead Your
Sales Team
Objectives:
Recognize qualities of successful
salespeople.
Define your role as a sales manager.
Understand the qualities of top sales
managers.
Create a common vision for your
sales team.
Execute your plans to accomplish
goals.
Successful salespeople are:
Good listeners
Persistent
Self motivated
Goal driven
Personable
Assertive
Knowledgeable
Being in management is a lot like
being a pro sports player. Success
will not just happen. It takes work,
practice, determination, and passion
for what you are doing in order to be
the best.
Top sales managers are:
Results oriented
Trustworthy
Enthusiastic
Involved
Proactive
Decisive
Resilient
A vision:
• Provides direction.
• Shows you where you are
headed.
• Helps create action.
• Must be simple, easy to
understand, desired by
everyone, and energizing.
Module Two: Building Your Sales
Team
Objectives:
Identify your hiring needs.
Assess your company’s reputation.
Discuss where to recruit salespeople.
Determine how to recruit.
Develop a system to manage your
leads.
Hiring under pressure will
lead you to make some of
the worst mistakes of your
career and will cost you a
lot of time, money, and
resources.
A desirable reputation means:
• Staff feels important to the
organization.
• There is a focus on personal growth
and development.
• A fair and attractive compensation
package exists.
• The organization takes care of its
people.
A company’s reputation can influence a buyers decision by as
much as 40%, which in turn affects the bottom line.
When recruiting R.E.L.A.T.E.
R – Review performance through
observing the employee.
E – Engage in a greeting with the
employee.
L – Listen to his presentation.
A – Ask questions and compliment
his delivery.
T – Tell him about opportunities you
have available.
E – Exchange relevant information
with the employee to set up the
next meeting.
Module Three: Developing Essential
Sales Management Skills
Objectives:
Facilitate effective sales meetings.
Understand how your employees
learn best.
Define your responsibilities as a
coach.
Recognize challenges coaches face.
Increase performance through
individual development plans(IDP).
Effective sales meetings:
Objectives given prior to the
meeting.
Starts and ends on time.
All staff attends.
Information presented is relevant.
Participants learn a skill or gain
knowledge to increase sales.
Role-play or practice takes place.
Goals set prior to meeting ending.
Effective sales meetings:
1.Provide
necessary
information and
updates.
2.Facilitate
discussion for
ideas and
resources.
3.Improve sales
skills.
Four types of learners:
•Activists
•Reflectors
•Theorists
•Pragmatists
Coaches:
Create vision
Lead by example
Develop their staff
Encourage problem solving
Embrace change
Create a motivational climate
Module Four: Achieving Results as
a Sales Manager
Objectives:
Understand the three basic
communication styles.
Deliver two types of feedback.
Identify guidelines for delivering
effective feedback.
Recognize the importance of positive
and constructive feedback.
Three types of communicators:
• Aggressive
• Passive
• Assertive
Your ability to communicate effectively
affects your staffs’ morale and job
satisfaction!
Assertive Communicators:
• Actively listen.
• State clear expectations.
• Give honest feedback.
• Consider employees’ feelings.
• Express self confidence.
When providing feedback:
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•
•
•
•
•
Describe the situation.
Explain the specific behavior.
Focus on the behavior, not the person.
Provide feedback in a timely manner.
Be empathetic.
Set a follow-up plan.
Module Five: Leading Your Sales
Team with Momentum
Objectives:
 Develop S.M.A.R.T. goals.
 Determine what motivates your
employees.
 Analyze differences between logical and
emotional benefits.
 Discuss techniques that motivate.
 Identify frustrations as a sales manager.
 Accept responsibility for your development.
S.M.A.R.T. Goals:
S – Specific
M – Measurable
A – Action-oriented
R – Realistic
T - Tangible
The key to successful
motivation is getting people
to do something because
they want to do it, not
because you want them to.
Techniques that motivate:
•
•
•
•
•
•
•
•
•
•
Encourage staff input.
Ask their opinion.
Follow through on your promises.
Provide feedback.
Conduct training for ongoing development.
Offer incentives.
Set attainable goals.
Acknowledge performance.
Create growth opportunities.
Create a team environment.
R.E.S.E.T. when handling frustrations
R – Regain composure
E – Eliminate negative thoughts
S – Seek out positive energy
E – Energize others
T – Turn frustration into motivation
Leaders have the ability to:
• Make a difference in the lives of
others.
• Build something of value that was
not present before.
• Demonstrate desirable behaviors.
• Make a dream become a reality.
• Adapt to and embrace change.
“The difference between a
successful person and others is
not a lack of strength, not a
lack of knowledge, but rather a
lack of will.”
- Vince Lombardi