Contact Us
Why Sales Management Training?
A sales team is only as good as their leader. If your sales team is not reaching their potential, it likely means that your sales managers need to be developed. As part of the oldest direct-selling sales company in the world, we have extensive experience in what it takes to recruit, develop, and lead a sales team. ​
Get Started

STEP 1

Select Sales Management Topics

(Press the to expand for more information.)

STEP 2

Select Skill Level

A guide to curate the training.

Beginner

Be introduced to the topic, and start to understand the fundamentals.

Advanced

Master fundamentals, and raise your skill level in any particular area.

Intermediate

Understand the psychology behind the strategies, and learn how to apply the techniques.

Expert

Put theories into action, and develop an in-depth understanding, enabling you to teach others.

STEP 3

Choose Format

Training can be implemented in person or virtually, but duration can vary.

Custom
Package

Example: 5 in-person
trainings &
20 webinars.

Single
Session

A singular program that can last up to 2 hours.

Half
Day

Training on any 1 topic, with a max of 3 topics, between 3-4 hours.

Full
Day

Training on any 1 topic, with a max of 5 topics, between 6-7 hours.

Multiple
Days

Training on a variety of topics over the course of multiple days.
Return to Customize Training

Talk to a
training specialist!

Contact Form

"*" indicates required fields

Name*
Hidden
This field is for validation purposes and should be left unchanged.

2451 Atrium Way
Nashville, TN 37214

COMPANY

COACHING

TRAINING

SPEAKERS

  • Privacy Policy

© 2024 Southwestern Consulting. All rights reserved. A member of the Southwestern Family of Companies.

Today’s sales managers have one of the most difficult jobs in business. They have to recruit, hire, train, motivate, and, if necessary, fire. Add in producing as well, and it can be frustrating to feel like any progress is being made. Effective time management can help make life easier for managers, and in this course, we’ll give you a detailed plan that will give you more time, less stress, and the tools to grow your organization’s production without feeling overwhelmed.

When run effectively, sales meetings re-tool and re-energize a team to create immediate results, but unfortunately, 90% of sales managers run poor meetings that end up eroding trust within the company, demotivating the team, and destroying culture. We’ve ran and observed thousands of sales meetings across the globe, and we’ve got them down to a science. This training will teach you the most common mistakes sales managers make concerning meetings, and provide an actionable checklist to run powerful, motivating meetings.

A shocking number of sales managers spend very little time in the field with their team members, missing out on one of the most powerful opportunities to train them. It’s a disservice to the team and can also undermine the manager’s own success. Having a successful team is about having the right people who are also trained properly. In this session, we’ll give you a game plan for how often you should shadow your team in the field and what to do while you’re there. We’ll also highlight the most common mistakes sales managers make when shadowing and how to avoid them.

A great sales manager understands that you get what you incentivize. Unfortunately, many managers promote costly contests and competitions that can actually demotivate their people and deflate performance. If done the wrong way, a well-intended incentive plan can have a negative, long-term effect. This training will teach you what works and what doesn’t to motivate your team, so that you will once and for all know how to use recognition, competition, and incentives to inspire real results.

Does your organization have a thought-out and organized process for how your team can effectively work territories? If not, the result is wasted time, frustrated people, underserved prospects, and loss of potential profits. A great sales territory management system allows your team to be more efficient, more confident, have better follow-up, and close more sales. This training will teach you consistent principles that lead to success around territory management as well as common mistakes. It will help you highlight opportunities for more efficiency, increased cost savings, a shorter sales cycle, and maximized existing customer contact for referrals and upselling.

The most effective managers know that sales is a numbers game, but they often don’t have insight into the proper numbers or how to interpret them. This empowering training will teach you what activities you should be tracking for your salespeople, which ratios you can use to manage your business, and the skill of letting the data transform your training regimen.

Solid communication between sales managers and their teams is critical, but many managers don’t make or find the time to have regular one-on-one meetings with their team members. Only after an increase in turnover or a sudden fallout with team members do they realize the importance of communication. In this training, managers will learn a simple, yet effective formula for conducting one-on-one meetings that will build lasting relationships and increase retention.

In order to be a great leader and build the best team, you first have to be a great recruiter. In To prevent high turnover and low performance, it’s important to have a systematic process in place for exactly how to identify, source, interview, vet, and select top talent. In this training, you’ll learn some of the best ideas from around the globe on how to recruit team members that produce consistent results.

A great sales team isn’t just about the people — it’s also about developing world-class systems. Many managers ignore this critical step with the excuse of being too busy or thinking it’s not part of their job, but those mindsets undercut a sales organization’s potential to reach the next level. This training outlines a simple and explicit process for managers that will make sure every person on their team is effectively trained to achieve maximum results.

Even talented salespeople are likely to underperform, burn out, destroy company culture, and eventually quit if they are not held accountable. It’s a sales manager’s responsibility to provide accountability. This insightful training will change the way you and your team members view accountability and provide you with the data-driven methods that demonstrate the right and wrong ways to guide your people to take actions that yield results.

Have you ever felt like your own emotions are hindering your leadership? Are you distracted or unable to control your emotions? Do you understand the emotions of your team and what others are thinking and feeling in team situations? Emotional intelligence is a crucial leadership skill for managers that allows you to control your own emotions and empathize with your team. This training will teach you the four parts of emotional intelligence to practice for more effective leadership.

A common mistake that sales managers make is training all of their team members the exact same way. They put everyone through the same process, not realizing that it doesn’t always equal the same results. In this training, you’ll learn about our 4-phase training process (ECCE) that will give you a “visual scorecard” for each person and equip you to adapt your leadership style to the needs of each individual.