Sales Management Training

The top sales leaders know the secret to creating high-performance teams.

You know sales managers as the key driving sales. 

  • Are you investing in their development?
  • Are you happy with the results you are getting from your sales management training program?
  • Are you looking for a training program that actually impacts sales?

Discover the STAR difference! 

Your sales managers are your greatest source of competitive advantage

You already know that sales managers are the key to unlocking performance

Extensive Market Research Concludes That: 

  • The #1 performance factor for salespeople is the quality of their sales manager. (CEO Survey)
  • Coaching is the #1sales manager activity that drives sales performance. (CEB)
  • Sales management is a strong differentiator between top sales forces. (Forum Research)
  • Sales managers play a critical role in driving performance. (Forum Research)
  • 70% of top performers that leave sales organizations do so due to their relationship with their direct manager.

Build a Foundation For Ongoing Talent Development

Sales executives realise that without great sales coaches they are settling for sales mediocrity. These sales executives understand that to deliver great sales results, they must first invest in developing their sales managers to be great coaches. Only by developing sales managers who can coach their salespeople to be top sales performers can a sales organisation operate at its full potential.

CEO’s say that sales managers are the #1-factor impacting sales rep performance.

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Sales Manager Performance

Are you one of the 50% of leaders investing in your managers?

How effective is your training investment?

The STAR Sales Management Training and Development Survey Report shows that their is a major disconnect between the importance organization put on sales manager skills and how they support those skills with on going development.

The survey shows that less than 50% of companies are investing in key sales management skills development.

Many of the sales leaders who are investing in sales management training are getting a very limited impact. The challenge is they don’t understand why.

Traditional Sales Management Training FAILS to deliver ROI

The reasons why 1-2 day in class sales management training is ineffective is that it lacks the following:

  1. Pre and post-training skill assessment.
  2. Post training reinforcement. We all know that 90% of the learning’s, if not reinforced, are lost within 30 days.
  3. Post training support from the next level of sales management.
  4. Post training accountability.
  5. Pull through tools to help the sales manager apply their newly learned skills.

When it comes to sales management training, we realise that sales managers work remotely and have different needs than other managers.

Leadership thought leader Mike Myatt in his article #1 The #1 Reason Why Leadership Development Fails – Forbes

Don’t train leaders, coach them, mentor them, disciple them, and develop them, but please don’t attempt to train them.

If what you desire is a robotic, static thinker – train them. If you’re seeking innovative, critical thinkers – develop them.

2015 SALES MANAGEMENT TRAINING REPORT

Sales management training survey

This is the STAR sales management training difference

We don’t just train sales managers; we coach them, mentor them and develop them!

The reasons why STAR Results is different:

  1. Our exclusive focus is on sales leadership and sales managers development. Many companies offer sales management training programs in addition to their selling skills training. Some companies only offer executive coaching. We leverage the two to help you achieve STAR Results.
  2. Our proprietary Coaching Effectiveness Snapshot™ provides pre and post-training assessments.
  3. Our Focused Coaching Methodology™ is highly effective at creating sustainable changes in competencies and the behaviours that drive sales performance
  4. Our 1-to-1 Focused Laser Coaching Program™ offers intensive coaching support to reinforce and support sales managers adoption and utilisation of newly acquired skills. We help sustain, ingrain and perfect skills learned.
  5. Our Focused Coaching Tools have practical applications to help sales managers create sales rep development plans and to optimize the sales managers time in the field. 

Results You Can Expect:

Organizations who have implemented the STAR Sales Management Training Program have experienced:

  • Increases in sales performance
  • Improved productivity and performance
  • High levels of engagement and reduced turnover
  • Greater focus on sales rep development and skills
  • Improved hiring of top sales reps
  • Improved business acumen and decision-making
  • Proactive performance management

Discover the competitive edge these clients are enjoying from The STAR Sales Management Training difference:

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Our development program delivers results you can see and trust!

We transform your sales managers into STAR sales leaders!

 ASSESSMENT – STAR COACHING EFFECTIVENESS SNAPSHOT™

The Coaching Effectiveness Snapshot is a manager assessment tool that provides senior sales management with an objective measure of how effective their sales managers coach. The report is based on feedback from the sales reps who receive the coaching. Managers receive a detailed report outlining their strengths and potential blind spots.

The Coaching Effectiveness Snapshot™ measures 6 dimensions of effective sales coaching as seen by the sales reps who receive the coaching.

Sales Management Training Assessment

I want to join.. The Sales Management Training..Revolution!

The STAR Coaching Effectiveness Snapshot™ helps you answer the question: How effective do our sales managers coach?

Gauge Your Coaching Effectiveness

 TRAINING – STAR FOCUSED COACHING ONLINE COURSE

In Focused Coaching, you will learn how to effectively coach your salespeople to be top performers – leading to increased sales, better engagement,and improved job satisfaction. Steven will teach you a five-step Focused Coaching Methodology to enhance your coaching skills and accelerate the development of your sales team.

In this online learning module, you’ll learn how to:

  • Avoid common coaching mistakes that can negatively impact performance
  • Develop a self-motivated, engaged, and fully accountable team of top performers
  • Engage and retain your top salespeople
  • Employ simple, yet effective techniques to create sales rep buy-in and behavioural
  • change
  • Create greater accountability for achieving goals

Click to download information on our webinar based sales management training:

  1. Selecting Sales Super Stars
  2. Demystifying Business Acumen
  3. Managing Performance For Results

I want to join.. The Sales Management Training..Revolution!

Register for Focused Coaching – Online learning module

COACHING – STAR LASER COACHING

Laser Coaching Fridays

STAR Laser Coaching is designed for the busy sales manager who will benefit from having access to Steven’s expertise but is reluctant to commit to a more intensive coaching program.

30 Min Coaching Session

Format: 20-30-minute monthly tele-coaching session focused on a specific challenge.

STAR Laser Coaching works best to:

  1. Reinforce any of our STAR Training programs by supporting the implementation of the learnings.
  2. Provide sales managers access to a professional sales leadership coach who can rapidly cut through the minutia, get to the bottom of the problem and work with the sales manager to develop a plan of action.

I want to join.. The Sales Management Training..Revolution!

Laser Coaching – Choose 6 or 12 sessions

Register

 PULL THROUGH – STAR COACHING TOOLS 

Pull through tools will help your sales managers put their learnings into action to ensure you get maximum return on your investment.

STAR Focused Coaching Planner
Coaching time in the field is your most important activity to drive sales performance, yet most sales managers don’t build a plan. The Focused Coaching Planner allows a sales manager to build their annual coaching plan by allocating coaching days /month/rep.

STAR Field Visit Report
Great coaching sessions end with great feedback and clear next steps. The STAR Field Visit Report documents great coaching.

STAR Coaching Journey
Coaching without a plan is flavour of the day coaching. The STAR Coaching Journey helps build a commitment between the sales rep and sales manager.

I want to join.. The Sales Management Training..Revolution!

SALES MANAGER TOOLKIT 

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