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10 ways to become an effective sales manager

Effective sales management requires a range of key skills, from developing marketing strategy to using all the available sales tools to optimise your team’s results. If you’re looking to become a more effective sales manager then these are our top 10 ways to do it.

1. Don’t get confused about who you should be focusing on

Your primary stakeholders are the individual people on your sales team – the sales manager role is a leadership position so don’t get bogged down purely by the sales side. If you’re going to meet your targets then you have to ensure that the rest of the team meets theirs.

2. Learn to manage effectively

Being a great sales manager means understanding how to lead the team – the most effective way to do that is often to start by acknowledging that everyone on the team is unique and has different needs and opportunities that you’ll need to take into account when managing.

Throw out the hierarchies

Old school prescriptive and hierarchical approaches to sales management have been abandoned in favour of more collaborative and empathetic working. Listen to your team.

3. Start with your own success

It can be useful to go back over your own sales experience and identify what it was that made you successful. Break down the different components to your success so that you can look to replicate it with the members of your sales team where appropriate.

4. Set goals for your team

It will be crucial to unambiguously define expectations so that your sales team understands what is expected of them. Supplying the team with meaningful metrics can also give the people you’re working with tools for managing the process.

5. A change of perspective is going to be essential

If you’ve come from a sales role then you may be used to being selfish with your time, ignoring calls and keeping others at arm’s length so that you can get on with meeting your targets. That’s a perspective that could be incredibly damaging for a sales manager so it’s essential to shift to a more open and engaged way of working. Your time is not your own as a sales manager and your job is to give it to others to enable them to succeed.

6. Let go of the selling

It’s no longer your responsibility to make sales – it’s now up to you to coach others on to making sales achievements.

Don’t try to shape everyone in your own image

It’s a good starting point to look at your own success and use this as a guide for the sales team. But you also have to remember that everyone in the team is an individual and what drives you to success may not work for others.

Be the coach

Motivate your team, support them and guide them if you want to get the best results.

Get some help

There are lots of resources out there designed to smooth the transition to sales manager – our Sales Management course, for example, will focus on how to best use your resources and maximise your team’s results.

In-House Training with PTP

PTP stands for Practical Training for Professionals and our aim is to make our training as practical as possible so delegates can return to the workplace with skills they can implement immediately. PTP now delivers training to over 40% of the FTSE 100.

What you get for your money

What is 1-to-1 training?

1-to-1 training can be based on any of the 100 plus courses that PTP provides, it includes an initial telephone conference of up to 1 hour, a 1/2 day (3.5 hours) on-site one to one training session at your premises with one of PTP's expert trainers and then a further telephone conference call of up to an hour within 2 weeks of the on-site visit.

You have the option of a line manager being involved in both telephone conferences, the second telephone conference which can be for feedback and action planning is generally scheduled during the on-site visit.

Who does 1-to-1 training suit?

Individuals taking on a new challenge or responsibilities. Professionals who want a trusted "sounding board" and thinking partner. Executives or managers who want to enhance their leadership effectiveness to achieve organizational and career success. Executives and professionals wanting to compete successfully but still retain balance in their life. Individuals who want to understand their blind spots so that they don't stand in their own way on their path to success. Executives and Professionals who want to improve their interpersonal skills so as to be more effective with bosses, peers, subordinates, or people in general. How much does 1-to-1 training cost?

A 1-to-1 training session costs from as little as £400 + VAT and will include an initial telephone conference of up to 1 hour, a 1/2 day (3.5 hours) on-site training at your premises and then a further telephone conference call of up to an hour within 2 weeks of the on-site visit.

What is U-Choose?

Choose from any of the 150 plus courses that PTP provides, and choose from 1 of our 50 plus UK wide training venues. You must book for 2 or more delegates and at least 4 weeks in advance, but that’s it, the course you want where you want it. The reason we ask for a minimum of 4 weeks notice is to enable us to market the course you have scheduled to other companies and organisations. However, if we fail to sell any additional places we guarantee to run the course just for you.

How much does U-Choose Training cost?

U-choose costs the same as our normal open courses i.e. the normal delegate rate. This includes lunch and refreshments throughout the day, framed certification and comprehensive training notes. A U-Choose booking can only be confirmed once we receive payment which can be made via credit/debit card, BACS or cheque. Payment is due at least 4 weeks before the date you request. Please note to be eligible for U-Choose you must book a minimum of 2 delegates on the same course & date.