In martial arts, dog training, horse training and flirting you are taught that where the head goes, so goes the body.

Why do businesses forget – or why have they never learned – this same little nugget of wisdom when it comes to sales management training?

Most companies promote the highest performing sales person to sales manager with zero training on how to lead and motivate and be an effective sales manager. The teaching they normally provide is how to build spreadsheets, run reports, build Salesforce.com dashboards and what the security code is to the office so they can get in early to “crack the whip!”

Here are just a few reasons to provide regular sales management training if you want to really grow.

1. Employee Retention. Top performing sales people leave their positions because they don’t like their sales manager more often than they leave just for more money. So if your sales managers are competing with your sales people, if they are antagonistic, if they are impatient and challenging your sales people and telling them how great they were when they were “carrying a bag” then get prepared for lower morale, lower sales and higher turnover.
2. Employee Attraction. When your sales managers are solid people and solid leaders word will get out and top performing sales people will want to come work for him or her because birds of a feather really do fly north and south together.
3. More Money. You will sell more and work less when you have an excellent (or even an average) sales management training path or program. Your sales people that have ambition and want to grow will step up and ask to be considered to be included in the program and your top performing sales managers that want to remain at the top will raise their hands as well.

Just promoting from within because you have a high-flying or organized sales person is not always the best way grow your business. The skills required to be a top sales manager do not just spontaneously appear in people. With the right sales management training program you will see results in 30 days, you’ll see an uptick in your sales within 90 days, and you can be a new company in 12 months.

There’s no problem a 50% increase in sales can’t handle. If you’d like to learn about my “Double Your Sales Guarantee” drop me a line.

Tagged as: Sales, Sales Management Training, Sales Manager Training, Sales Training