Many recruiters search for sales managers with a natural gift of the gab. So-called orators by birth. The selling process for them is just a matter of charm and right words that just keep coming out of their mouth. And in many ways these recruiters are right in what they are doing: what kind of sales manager is unable to keep up a conversation. Nevertheless, being a qualified sales manager demands much more than just an art of speaking. It is a whole skillset. A talent that needs to be trained.
Understanding clients’ needs and wants This skill is the very base of sales management. However, knowing that you have to do that doesn’t mean you will manage to. First of all, needs and wants can be totally polar or even in opposition to each other. Being attentive enough to separate one from another, and afterwards press the right buttons is something that comes with practice. Managers need to try it with multiple absolutely different characters in sales simulations before they learn to behave depending on circumstances.
Engaging psychologically and establishing trust A good sales manager has to be able not only to crack any professional sales skills course but also to be familiar with psychology. A couple of video courses on psychology for sales managers would only be a great asset of any eLearning management system.
Being concise, responsive and relevant They say men of few words are the best men. Well sometimes it is totally the case of sales. Clients usually also have a lot on their plate, and giving them the very essence of the potential deal will save both of you a lot time and will put you in client’s good graces. But being brief one risks to miss the important points, so it is also a matter of training. Summarizing in the online courses the core aspects of potential deals will guarantee that a sales manager knows how to render the essence to a client.
Personalizing interactions Boundaries. They tend to be very contingent. With some people getting personal means winning them over. Others would be frustrated by your audacity. And it is not confined to psychology, there is a lot to learn about cultures and traditions, as well as business customs, especially when it comes to international clients. Apart from that age, gender and other personal characteristic may be defining in choosing the right approach.
Linking daily activities to quota Sales management is a process that demands careful organization, especially when you have a certain quota to achieve. Trying to be effective within the frame of one day managers lose sight of the big picture. Training of organizational skills is not the privilege of project managers. It is a must for every employee who wants to be effective in the long-term.
Deciding on an LMS for sales managers companies need to make sure that the provided online sales training courses are able train the above mentioned skills that are crucial for managers. All these skills turn the job of a sales manager into a playfield where they know not only the rules but the secret passages that unlock wondrous potential.