Sales Management Program
An essential, modular program for sales managers.
The sales manager’s role is key – but few are equipped to handle it fully. A good sales manager needs to select, engage, and retain top talent and coach and performance manage them while maximizing effective selling time. They need to manage their team’s pipeline and deal with a wide range of account issues, provide support with internal challenges, and deliver accurate forecasts that take account of the different levels of optimism and transparency across the team.
Little wonder, then, that sales managers – whose core skills are often more to do with selling than managing – need support in the role.
Imparta’s 3D Sales Management program provides:
A New Perspective
Just as with selling, good sales management has three dimensions. Managers must have insight into best practices and the team’s strengths and weaknesses. They must influence salespeople to adopt powerful new techniques, and build trust that they have the team’s interests at heart.
3DSM works, whatever your sales methodology. It covers all the key elements of sales management, from territory planning to forecasting, target setting, and performance management. It is often combined with modules from our Sales Leadership Program.
Ease of Customization
3DSM’s unique, modular structure, along with our online assessments, lets you provide support for managers’ specific needs, create a focused intervention to close common skill gaps among your sales managers, or build and deliver a comprehensive Sales Management Academy.
I was an outstanding salesperson, but even after four years, not at the top of my game as a manager. The program has given me the skills and knowledge I’ve been crying out for.Sales Manager, Technology
Explore the modules
Be able to identify, assess, and manage the emotions of oneself, others and groups, in order to improve leadership effectiveness.
Know the purpose of each communication, and structure written and verbal communications in a clear and logical way. Use simple, direct language to achieve the desired outcome. Be a confident, articulate and engaging speaker. Understand your preferred influencing styles.
Inspire performance by knowing what motivates the team and understanding the patterns in each sales rep’s skills and behaviour.
Measure, evaluate, improve and reward sales team performance based on a robust performance management process. Set SMART objectives and use the Skill/Will framework as a diagnostic tool.
Use a range of coaching techniques (e.g. the GROW model and deal clinics) to drive individual and team performance.
Define and interpret competence models, job descriptions and selection criteria in preparation for interviews. Conduct effective, evidence-based selection processes that deliver top performers.
Prioritise accounts/opportunities and maximise the return on sales time. Diagnose common pipeline issues. Identify which key metrics to track (leading and lagging).
Generate accurate revenue forecasts based on objective tests for different probability levels. Ensure that the reliability of forecasts is maintained as new information comes to light.