How is Vantage Point Redefining Sales Management Training? Most sales manager training is simply re-sales management training sales person training, and sales leadership programs are often focused on generalized leadership skills. They need targeted education on how to guide their salespeople to higher performance.
Our sales management training programs are different from any others in the industry because we have a different view of sales managers. If you want to improve sales performance or change strategic direction, your success depends on capable and committed sales managers. Without their sales coaching and guidance, salespeople will tend to stay the course. With their help, anything is possible in a sales force.
Not all sales roles are identical, and the same is true of their managers. Traditional sales management training has focused on generic coaching or leadership skills. However, managers don’t have generic jobs. A manager’s training should enable them to effectively execute the management tasks that are relevant to their particular role.
Most sales coaching programs help managers have better discussions with their reps. But, management isn’t about discussions, it’s about making reps better at critical selling activities. Sales coaching should improve specific salesperson behaviors like making good sales calls. We believe it should be the other way around.