“Fast Track Your Sales Team: Master the Power of the Four Critical Roles of Sales Management”

 

  • Pinpoint the vital competencies of successful sales managers
  • Uncover new methods to optimize sales team performance
  • Recognize the challenges and traps of sales management

Sales managers are challenged with achieving results through others – a vital role for any company given the expectation for sales to drive growth and revenue.

While organizations may place great emphasis on training sales representatives in general, sales managers often have few training resources to help them attain their goals.

Successful sales representatives typically get promoted to sales managers and simply teach what worked for them in the field. But this is often not sufficient to make for a strong sales leader, and more can be done to accelerate sales managers’ performance.

Lake Forest Corporate Education [LFCE] recently conducted an extensive research study to better understand the challenges sales managers face and how best to achieve sales growth.

Specifically, the LFCE research examines four primary roles that successful sales managers perform. Though sales processes may vary among companies and industries, successful sales managers serve simultaneously as:

> Sales Strategist
> Sales Coach
> Performance Manager
> Internal Advocate

“Fast Track Your Sales Team: Master the Power of the Four Critical Roles of Sales Management” is a white paper researched and written by Lake Forest Corporate Education. This paper features insights from over 200 senior executives, sales managers, sales professionals, and human resource professionals through both qualitative research [in-depth interviews and focus groups] and a quantitative survey.

The LFCE study revealed that by focusing on each of the four roles, sales managers can improve sales performance and drive growth through:

> Increased revenue
> More effective sales tactics
> Higher close ratios
> Enhanced customer value
> Greater customer satisfaction and loyalty
> Increased retention of salespeople

This paper also includes recommendations for leveraging training and development to accelerate mastery of the four sales manager roles and to provide a foundation of knowledge to turn to for both the upswings and the downturns.