This is how you should be training your new sales manager
While the roles of most sales managers are pre-defined including implementing sales strategies, observing trends and achieving targets, an integral part that can’t be overlooked is training.
Even the most seasoned sales professional requires training and in case of hiring a new manager, the exercise gains even more importance. Here’s how, you as a business owner, should train your new sales manager.
1. Use success stories to train and motivate
Pitching theories without backing them with examples can be highly demotivating and uninspiring, to say the least. Motivation is a key factor that propels people to achieve excellence. In fact, sometimes employees achieve results beyond expectations purely out of motivation. Make sure to choose stories and case studies in training that worked and even those which didn’t.
For things that worked, break down the processto show the actionable steps which the new sales manager can implement and replicate. At the same time, do highlight the processes that failed so that the new manager can be cautious if he wishes to tread that path later on.
2. Introduce them to other departments
An efficient sales manager is one who has the knowledge of working of all the departments of his organisation, based on which he/she develops strategies. For this to happen, communication plays an essential role.
Therefore, an important part of the training process is to introduce your new sales manager to all the other departments of your organisation. Help him/her to establish seamless channels of communication as it aids in understanding the business from top to bottom, which finally translates to an efficient sales process.
3. Go for micro training
Instead of stretching training for days or hours, it is prudent to go for micro training. Several studies have found micro training to be more effective than traditional ones, creating more engagement. It allows the brain to retain more information.
The micro training can be provided through short videos and webinars among others. At the same time, it is a good idea to create a library of these videos and concepts that the newly recruited sales manager can refer to in case they need to.
4. Identify the strengths and weakness
During the training process, identify your manager’s potential strengths and weaknesses. Note that no single skill can close a deal. Also, knowledge of one’s skills and weakness can go a long way in bringing efficiency to the table.
While you can ask your manager to work on his strengths,make sure thatthe weaknesses are worked upon as well,at the earliest. Also, if you find your manager possessing any particular specialisation, promote it to achieve the desired outcome.
Before undertaking a training session, make sure you have created an agenda for it. Do follow it during the process and ensure you stick to it. Each session must have a different agenda. At the end of a session, do keep a Q&A round to address questions and queries that your new sales manager may have.
It is important to improve your cashflows and fortify your sales team. With more salespeople, your company can potentially get more revenue.