5 Training Tips for Sales Managers

How do you get your sales team solidly behind your telephone sales campaign and telephone sales goals?

Here are 5 Training Tips for Sales Managers:

1. Identify your goals

Identify the goal of your telephone sales campaign.

Identify the goal of every telephone call your team will make. (These may differ from your overall campaign goals.)

Know the difference between your campaign goals and your individual telephone call goals. (For example, if your team is making calls to set new business appointments, the goal of the call is the appointment. The goal of the overall campaign is to gain new customers.)

2. Communicate your goals

Make sure that your sales team understands your campaign goals.

Make sure that your sales team understands the goal of every individual call.

Make sure that your sales team knows and understands the difference between the campaign goals and the goals for individual telephone calls.

3. Plan your campaign and your calls

Plan out every potential sales scenario.

Develop an appropriate script for each scenario.

Make sure that your script includes answers to the objections your sales team is bound to hear.

Make sure that your scripts are well written and in spoken English.

Test and refine your scripts.

4. Report

Have a method in place ahead of time to track all calls.

Track all calls.

Make sure that your sales team reports all unusual or unexpected sales scenarios.

Analyze those unexpected scenarios and adjust your plan and scripts accordingly.

5. Trust your sales team

Once you have planned your campaign, communicated all of your goals and trained your sales team, give your team a voice and decision-making power in handling prospects and customers.

Trust that your sales team will handle calls appropriately and professionally.

Your trust will result in better morale, better effort and better results.

2005 Wendy Weiss

Wendy Weiss, The Queen of Cold Calling & Selling Success, is a sales trainer, author, and sales coach. Her recently released program, "Cold Calling College", and/or her book, "Cold Calling for Women", can be ordered by visiting http://www.wendyweiss.com Contact her at wendy@wendyweiss.com. Get Wendys free e-zine at http://www.wendyweiss.com

Sales Management Training
Sales management is an integral sub-system of marketing management. It translates the marketing plan into marketing performance. Sales management is described as the muscle behind marketing management. Sales management in a modern organization holds ...

Great Sales Managers Make Less than all their Sales People
Are you a great sales manager? Well if you really are a great sales manager then every single one of the sales people under you should be making more than your salary, unless your company is paying you an additional stipend on the total amount of sal...

Sales Management: 5 Signs You Hired A Loser
Most sales managers got to where they are because they were effective salespeople, first.And they became effective in sales because they were optimistic.Then they were elevated to a management post, and they retained that optimism, projecting it into...

Micromanagement - Killing Employee Morale
Employee morale is something that no business can ignore. It is something that greatly impacts employee performance, especially in a sales environment. Sales environments can, by their very nature, be very stressful and it falls to the managers to en...

Being a Good Coach
Every sales manager or director knows that they have to spend some time training and working with their staff so they continue to improve, however frequently managers get so caught up in their own schedules that they neglect coaching for other duties...

Sales Performance Management
Sales management is an integral sub-system of marketing management. It translates the marketing plan into marketing performance. Sales management is hence described as the muscle behind marketing management. The sales manager in a modern organization...

Hire the Right Sales Manager
Although every organization is different, hiring a sales manager is not as simple as it looks. In fact, the wrong sales manager can quickly damage morale, if not scare away the sales reps and potentially injure the firm.A common mistake is to promote...

The Forward Thinking Sales Manager Begins with the End in Mind
If an outside sale is truly a sales process, then there are steps involved for each sale. Since we agree on this fact, it makes sense to manage salespeople towards each of the steps in the sales process. The best way to manage these steps is taking t...

NLP for Sales Models, Management and Motivation
Managing great sales professionals involves three components. Sales managers need to know how to sell; how to create a model of a sales process so that it can be replicated or improved; and how to motivate top sales professionals. Each of these requi...

Tough-Love Sales Management
Sales managers are far too deferential, way to easygoing.Let me rephrase that, if I may.Many of them, despite their tough, take-no-prisoners auras, are wimps.Theyre afraid to MAKE their people make sales.Sales, generally speaking, dont happen by them...