Management and Leadership
Management & Leadership
Manager engagement and skills are critical to sales performance. The Imparta curriculum also offers development content for those leading sales; from front-line leaders who are learning to resist being “super sellers” by improving their coaching skills, all the way to the executive sales leader role. Our deep expertise in sales management and sales leadership is a result of over 12 years of research into effective sales management practices.
Sales Management Code
The Operating System
We typically begin the journey of sales manager and leader effectiveness by equipping managers in three primary areas introduced in The Sales Management
- Assess: Sales managers need to assess performance against key metrics and prioritize sales objectives that are most vital for hitting desired organizational results.
- Choose: Next, sales managers need to create alignment between your prioritized KPIs and the sales activities that will have the biggest impact on them. This creates clarity for sellers and ensures that execution is directly aligned to outcomes.
- Execute: Finally, managers must execute their coaching conversations in a highly collaborative manner, creating a positive and effective coaching environment.
This foundational element at the outset dramatically increases the likelihood of ongoing adoption and effective sales execution for all methodology training to follow.
Explore the Management & Leadership Courses
A full suite of programmes to hone the skills of your sales leaders and managers, from strategy through to coaching and performance management.
Sales Leadership
Provides a customisable, challenging and insightful journey for your sales leadership team. It provides an opportunity to refine your sales and channel strategy and the design of your sales organisation.
Sales Management
Designed to boost the competencies of your sales managers, whose core skills often have more to do with selling than managing.
Sales Coaching
Trains managers to identify coaching topics, to immerse themselves in the coachee’s situation, and to help them identify a clear set of goals, any obstacles to achieving those goals, and ways to overcome those obstacles.
A range of skills and supporting workshops that are fundamental for sales success in every role.
Sales Leadership
As a sales leader, you shape and drive the engine that powers the whole business. You need to be agile, working in the detail and then stepping back to take a strategic view of the whole go-to-market function.
Sales Management
Sales managers are the primary driver of sales team performance, and the guardians of business growth. Yet many sales managers are promoted to that position because they are good at selling, rather than good at coaching and managing.
Sales Coaching
Imparta’s research found a correlation between how well and how often a sales manager coaches their team members and the team’s performance. Unfortunately, not all sales managers are good coaches.
Why Imparta
Equip salespeople to assess each situation, choose the right strategy, and execute consistently.
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Embed training in a change process that delivers continuous improvement and adapts to new challenges.
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Use sales-aware AI and modular technology to augment and enhance performance at point of need.
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