New Sales Manager Programme
This Program is designed for :
New Sales Managers
who are starting in their new role in the near future OR
who have commenced their role as a new sales manager and are in their first 0-6 months.
AND
Aspiring Account Executives
who are working towards being promoted to a frontline sales manager position. They may already be mentoring others or have a team leader role OR player-coach role.
who wish to prepare themselves in advance for managing and leading a team, as they know it is the next step in their career.
who want to understand what the day to day is like of a sales manager and wish to explore it as a career option to see what the skills / traits / processes / mindset that is needed to be successful.
Why Should I Enrol?
* This programme will accelerate your preparation and early success in your new role as a first time sales manager.
* Because we know what it takes to be a great sales leader, we will show you the skills and knowledge you need for a fast start.
What does the Programme Include?
Coaching & Feedback
What is coaching & why coach
Sales Coaching Model
Core Principles of Coaching
Directive Vs Non-Directive styles
Establishing trust
How to structure a Feedback conversation
Balancing positive and developmental feedback
Coaching in a Hybrid working environment
Setting Expectations & Accountability
Defining Success Metrics & other Expectations of the account executive role
How to set Expectations – for new and existing account executives
Holding account executives accountable to their KPIs, goals & commitments
What to do and strategies for when expectations are not met
Manager Processes
Time & Activity Management as a sales manager
Deciding on Priorities & the strategies for executing them
Structuring 1 to 1s
Team Meetings & Agenda Setting
Enablement & Learning
Leadership Strengths
& Communication
Clifton Strengths Profile assessment
Understanding and leveraging your key strengths as an Individual
Leading the team using your top 5 Strengths
Being aware of blindspots and how to manage them
Communicating as a Leader Vs an Individual Contributor
Establishing Credibility with the Team while remaining Authentic
Difficult Conversations & Performance Management
How to prepare for these Crucial Conversations
The role of empathy
How to manage the meeting & preparing for the unexpected
Follow-up steps & liasing with HR
When and How to use Coaching Plans and PIPs
Coaching for
Higher Performance
Skill-Will Matrix
Sales Player Profiles
Profiling your Team & identifying skills gaps
PDP Plans
Activating Motivation
Goal Setting
How to coach for consistent higher performance
Group Size
Group size can be small, and will be based on your organisation's promotion into 1st time Sales Management, which often happens at the start of the calendar year. In any case we will maximise participation & learning for everyone in the group.
What if its just me
If you would like to complete the Programme 1 to 1, rather than in a group, because you are the only person being promoted into sales management at this time, we can adapt to make it suitable for 1 to 1 delivery. Contact us below with your details.
Can I complete outside work hours
The Programme is delivered during work hours. However, if you wish to start each module at the start or end of the day to allow for you to attend meetings and spend time with your team & customers, we can accommodate. Contact us below with your request.
Ready to Enrol ?
If would like to enrol your managers into this Programme, please submit your details below.
If you would like more information or have other questions please add them into the box below and we will respond asap.