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Sales Management Coaching

Which Sales managers do you have in your business?

  • You were the best Sales person who has now been promoted to Sales Manager and have received no coaching (yes, unbelievably this STILL happens)
  • You have been successful in the past and are looking for new ways to stay credible as you are being challenged with by a New Generation, New Technology, New Competition and Markets, Increased budgets (often with no extra resources) and/or Greater Expectations from the MD or clients
  • You are good with products or technically but need to improve your people and coaching skills to help them improve your sales people
  • You have potential and your company want to ensure that you are ready to step up.

The role of a Professional Sales Manager is one of the toughest management positions in a business. Regardless of what else is happening internally with other departments, and externally in the market place, if you don’t hit your number, the consequences can have a major impact on the business and the other employees. Ultimately, your sales team feeds the business.

Through the KONA Sales Manager Coaching we work with your Managers on some or all of the key attributes and skills a professional Sales Manager must master to be responsible for the management of the company’s sales staff, the achievement of sales and gross profit targets and the maintenance of healthy business relationships with major clients.

KONA Sales Management Coaching includes:

Planning – How to

  • Develop 1 – 2 year sales plans
  • Set a vision, direction and strategy for the sales operation.
  • Analyse market intelligence and develop strategies for growth
  • Market segment selection
  • Prepare annual budgets
  • Set and monitor of sales budgets, forecasts and pipeline opportunities
  • Prioritise activities and opportunities
  • Work closely with senior management team in the acquisition of additional businesses
  • Recruit, interview, profile, induct, train and manage a new Recruit

Assessing Performance – How to

  • Analyse people skills and implementation of training and development
  • Develop, monitor and manage a salesperson’s performance and target setting/KPIs
  • Hold people accountable
  • Motivate and develop employees
  • Develop and maintain business relationships within major client organisations

Coaching – How to

  • Provide In-Field Coaching when visiting customers, for both Business Developers (Hunters) and Account Managers (Farmers)
  • On the Job Coaching for internal sales department
  • Run Sales Meetings
  • Coach Individual Action Plans
  • Give Individual Performance Reviews
  • Coach different personalities and emotions
  • Communicate KPIs and Expectations and Review Progress On Team/Individual Goals
  • Providing Positive Feedback and Recognise Contributions
  • CTDSR – Catch Them Doing Something Right
  • Conduct Performance Reviews and Provide Feedback
  • Recognise Poor Performance and Provide Constructive Feedback
  • Have Crucial Conversations with Non-performers
  • Take Corrective Action

Contact Us

For more information about how Sales Management Coaching will help your business and your sales manager become more successful contact KONA today on 1300 611 288 or glenn@KONA.com.au

 

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  • Client Results

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