Transitioning to Management for Salespeople

Course details

Transitioning from being a sales professional to managing other sales professionals involves developing a whole new set of competencies. You need to learn how to coach others, effectively communicate your expectations, and anticipate market changes so you can set up your salespeople for success. In this course, sales trainer and coach Lisa Earle McLeod explains why many salespeople find this transition difficult, and shows how to overcome the challenges that come with tackling this new role. She outlines the basics of sales management, focusing specifically on issues where new sales managers can get stuck, such as sales pipeline management, sales skills coaching, helping direct reports with their accounts, and attracting and retaining talent. Lisa provides guidance on how to hold effective sales meetings and work with other departments—such as marketing, accounting, and product—who are critical to your success. She also shares how to deal with failure and grapple with a challenging market.

Learning objectives
Understanding your role
Setting the tone as manager
Recruiting the right people
Dealing with inherited bad talent
Making sales meetings count
Working with marketing, accounting, and product
Communicating with senior leaders
Dealing with failure

Concepts

0. Introduction

01 - Transitioning into sales management

1. Moving into Sales Management

02 - Defining a successful sales managers
03 - Deprioritizing old skills
04 - Embracing your sales manager role

2. Developing Your Sales Management Skills

05 - Setting the tone as a sales manager
06 - Managing your team's sales pipeline
07 - Coaching sales skills
08 - Supporting sales account management
09 - Hiring and managing sales talent
10 - Dealing with bad sales talent

3. Making Sales Meetings Count

11 - Scheduling sales meetings
12 - Determining the best type of sales meeting
13 - Setting the tone for sales team meetings
14 - Involving customers in sales meetings
15 - Utilizing guests in your sales team meetings

4. Collaborate as a Sales Manager

16 - Working with marketing
17 - Working with accounting
18 - Working with product
19 - Communicating effectively with senior leaders

5. Dealing with Sales Management Failure

20 - Managing a personal failure
21 - Managing a sales team failure
22 - Navigating unexpected failure

Conclusion

23 - Furthering your skills as a sales manager