A training format that works for busy managers.
Tons of research clearly shows what adult learners DON’T want – long, content-heavy training events. Adults just can’t sit for extended periods absorbing training material. What do they want? Chunks. The research says you’ll engage in training and remember it if it's delivered in short segments that focus on ONE thing, not three, or four or five.
That’s why Sales Management Essentials is made up of six short modules (each right around 10 minutes) that focus on a single aspect of sales management. They’re short but meaty. They’re simple but never simplistic. They’re designed to give you a highly-potent dose of learning, and then quickly get you back to your real job – selling!
The program includes:
- Sales Leadership Credibility Part I: The ‘Confidence Base’ (9:52)
- Sales Leadership Credibility Part II: The Fallibility Paradox (10:30)
- Hiring Salespeople: How to Smoke Out Impostors (7:58)
- Six Managerial Styles You Need to Lead Effectively (9:52)
- Why 80% of Sales Training Doesn’t Stick (5:45)
- Sales Compensation: How to Get and Keep Top Talent (11:24)
Here’s a summary of what you’ll get in the six rapid learning modules:
Sales Leadership Credibility Part I: The ‘Confidence Base’
Length: 9:52
What does it take to be a credible sales leader? Is it charisma? Raw intelligence? Some intangible trait that some people are born with and others are not? The fact is, credibility often boils down to one key factor. In this program you’ll discover what that is and learn: Why “leadership skill” is NOT what gets people promoted into management; the number one source of credibility for sales leaders; the key to increasing, and sustaining, your credibility as a leader; and just how fragile credibility can be.
Sales Leadership Credibility Part II: The Fallibility Paradox
Length: 10:30
Leadership credibility takes a long time to build but can be destroyed in seconds. The question is, how and why does it happen? What should sales managers do – and never do – to maintain a strong reputation as a trustworthy, reliable leader? In this Quick Take, you will learn: One of the most common, and most preventable, mistakes sales leaders make that destroys their hard-earned credibility; what we mean by the Fallibility Paradox – and why it’s the key to maintaining credibility over the long-term; and what caused one leadership success story to end in abject failure.
Hiring Salespeople: How to Smoke Out Impostors
Length: 7:58
The cost of a bad sales hire is huge. Most obvious are the hard losses – the ads, the interviews, the training, the lost sales, etc. Not so obvious is the damage you do to your credibility as a leader when you repeatedly make hiring mistakes. This Quick Take will show you how to “smoke out” the impostors who look good on paper and know how to interview, but won’t get the job done. You’ll learn the most dangerous attitude a sales manager can bring to an interview with a job candidate, the preparation oversight that gives Impostors an opening, and how to ask questions that will expose Impostors every time.
Six Managerial Styles You Need to Lead Effectively
Length: 9:52
Some managers limit themselves to a single management style because they’re comfortable with it and because it worked in the past. But relying on just one style can limit your ability to get things done through people. In this Quick Take you’ll learn that great managers master a repertoire of six managerial styles, and know how to deploy the RIGHT style depending on the situation.
Why 80% of Sales Training Doesn’t Stick
Length: 5:45
Each year the average company spend about $2,000 per sales rep on training. Now, if reps assimilated anywhere near 100% of that learning and applied it on the job, those training dollars would be well spent. But we all know that’s not happening. The question is, why? And what can you do about it? In this Quick Take, you’ll learn: How to ensure that employees retain and use the vast majority of knowledge acquired in training; why managers are the key to making employee training stick; and why changing the way you think about training can transform your career.
Sales Compensation: How to Get and Keep Top Talent
Length: 11:24
It’s always a challenge to strike just the right balance in your sales compensation plan. You want to attract top performers – but there’s only so much money to go around. So how do you spend it wisely? How do you know whether you’re paying reps too much, too little, or just enough? In this Quick Take, you’ll learn: A technique to optimize your commission structure to get the results you need; how to head off the greatest pitfall of changing your comp plan; and the key trap that promotes mediocre sales results.
Sales Management Essentials works because each module is:
- Short – right around 10 minutes – so it’s easy to find time to view them again and again
- Engaging and fluff-free.
- Focused. They deliver a single “aha.” It could be something you’ve never heard. But it could also be something you know but don’t always practice.
- Perfect for both team and individual training sessions if you have a team of managers. Each module includes:
- A concise desktop learning module - perfect for kicking off meetings
- Handouts for following along and taking notes
- A Meeting Leader’s Discussion Guide to help you direct meaningful follow up conversation and reinforce the message
- A Summary Sheet participants can hang by their desks for quick review
- And a Quiz (online and printable versions) to be sure your reps understood the message
Remember: If you’re not happy with this resource, for any reason, simply return it within 30 days for a full refund. No questions asked.
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