Management sales training is more important than you think. I don’t know about you, but when I was in sales I wanted to become a sales manager.

I concluded that I had to be just like my sales manager if I wanted a chance at his job.

I was influenced by his behaviour whether appropriate or not.

You heard it said before, “monkey see – monkey do”. This is the main reason why management sales training is so important.

Managers, not only sales managers, must “walk the talk” and demonstrate appropriate behaviours that can be emulated by their sales team.

Although many organizations invest in corporate sales training programs, they do not often consider management sales training as part of the corporate sales training plan.

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The sales pipeline has to be constantly in flow.

Without flow, there is no sales pipeline, or sales results.

However, that flow should come from areas where you get the best R.O.T.I. – Return on time invested.

If not, you are not investing your time effectively, and your sales pipeline becomes less effective.

Money comes and goes. Time just goes, so use your time wisely. Invest it to get the best return you can on your sales efforts.

That R.O.T.I. starts with you and knowing where to best target your sales pipeline efforts.

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The toughest job of a sales manager during sales management training is to demonstrate appropriate sales behaviour.

Behaviour that he, or she, would like to see followed by their sales team. So, what would be the appropriate sales management training and sales discipline (behaviour) for sales managers to demonstrate?

Are you telling your sales people what to do during sales management training?

Are you telling them what their sales targets are? If so, who really owns the target?

Are your sales people really committed?

How do you think telling them makes them feel – not trusted, not knowledgeable, not professional? Do you like to be told what to do by your boss?

How does it make you feel when you are told what to do?

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