Creating a Sales Culture
The most commonly asked questions when organizations are looking for training is "can we make our sales force more pro-active?" "Can we improve their ability to find opportunities and generate greater revenues from existing customers?"
In many cases, the culture of the team is that they prefer to call on the existing customer and live off the repeat business. While this tends to feed the salespeople, the lack of growth drives executives crazy and frustrates shareholders.
A sales force is built on the capabilities of its managers. Front-line managers play a key role in influencing the performance of salespeople they manage and motivate. In fact, managers are more important in driving sales results than anyone else in the company. Even if you have a great CEO or Sales Director, the front-line managers that stand between them and the team can make or break the culture of the organization. This is the person that is communicating with the team on a day to day basis.
The bottom line is clear: front-line managers are instrumental in creating the right sales culture.
Training front-line sales managers is one of the best and surest ways to improve the quality of a sales organization and create an effective sales culture. One of the challenges that many organizations face is to create a sales culture when the existing culture is more orientated to customer service and account management. The longer this has been accepted in the organization, the greater the challenge is to achieve behavioral change.
The Mastering SalesTM Team Management programme that sets out the methods for managers to break through past cultures and establish a new pro-active culture. It is grounded in coaching and guiding of the team and we work with your managers to develop those skills. This programme and methodology has become a mainstay in many organizations as they develop their existing management group and the induction for any promotions or new hires in the future. Whether coached directly or through our e-learning programme the methodology of this programme is what drives results and supports front-line supervisors of sales teams.
We provide on-going coaching and one-on-one mentoring to ensure your front-line managers excel in their roles.
Our programmes are one of the only sales management programmes that genuinely communicates the key requirements for achieving change in sales divisions. It is based on two decades of change management work and has been critically acclaimed by leading business people as the optimum programme for any sales manager to attend and the defining culture in an organization.
For further information please contact us through the office nearest you or fill in the enquiry form.