Sales Management
Integrated Sales Leadership: Managing the Process, Leading the People
In our more than 40 years of experience with salespeople and sales managers, we have found that effective sales leaders have a dual role. This dual role resides in their ability to manage the sales process and lead their salespeople. Successful sales managers embrace this role; first they recognize that effective sales management involves supporting salespeople in executing the entire sales process. In addition to this, they provide leadership to their sales team through their leadership character and by balancing the four leadership roles: Visionary, Tactician, Facilitator, and Contributor. Find out more about our Sales Management Approach
Leading Competitive Business Solutions™
This sales management training course is designed for sales managers who have completed the Creating Competitive Business Solutions™ course. Sales Managers will gain a better understanding of their role in supporting and reinforcing the key concepts to ensure their salespeople are competitive business consultants.
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Delivery Method Pre-work Sustainability Coaching Impact Analysis Instructor Led No Available Available Available Available as part of the Wilson Learning Brand Offering in North & South America, Australia, China, Europe, Korea, and Japan. Available as part of the Wilson Learning Custom Offering in other parts of the world. Lighthouse Coaching™
This course helps sales managers and other first-line leaders develop the one-to-one coaching skills necessary to help their people consistently perform at high levels. By learning how to effectively redirect, change, or reinforce people’s behavior, participants become empowered to positively impact an organization’s ability to compete and win when it matters most.
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Delivery Method Pre-work Sustainability Coaching Impact Analysis Webcast No Available Available Available Available as part of the Wilson Learning Brand Offering in North & South America, and Europe. Available as part of the Wilson Learning Custom Offering in other parts of the world. Managing Sales Performance™
This sales management course teaches how to continually reinforce and coach sales performance. Sales leaders learn the Coaching Process: Communicating Expectations, Observing and Documenting Behavior, and Providing Feedback and Recognition. The process helps sales leaders to think and act as coaches instead of managers.
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Delivery Method Pre-work Sustainability Coaching Impact Analysis Instructor Led No Available Available Available Available as part of the Wilson Learning Brand Offering in North & South America, Australia, Europe, Thailand, Korea, and Japan. Available as part of the Wilson Learning Custom Offering in other parts of the world. Managing Signature Service™ - The Key to Customer Satisfaction®
Managing Signature Service gives customer service managers and supervisors the information, skills, and approaches necessary to coach their direct reports for improved job performance. Participants must have attended the Signature Service course before attending Managing Signature Service.
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Delivery Method Pre-work Sustainability Coaching Impact Analysis Instructor Led No Available Available Available Available as part of the Wilson Learning Brand Offering in North & South America, Australia, Europe, and Korea. Available as part of the Wilson Learning Custom Offering in other parts of the world. Reinforcing the Counselor Approach™
Reinforcing the Counselor Approach provides ongoing learning and sales coaching support for sales managers and their salespeople in support of The Counselor Salesperson. The course offers a step-by-step process and tools for working individually with salespeople to enhance their counselor approach skills.
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Delivery Method Pre-work Sustainability Coaching Impact Analysis Instructor Led No Available Available Available Available as part of the Wilson Learning Brand Offering in North & South America, Australia, Europe, and Korea. Available as part of the Wilson Learning Custom Offering in other parts of the world. Reinforcing Signature Service™ - The Key to Customer Satisfaction®
This course is a series of short follow-up sessions to Signature Service and is designed to reinforce skills and concepts that participants learned in Signature Service. Included in each session is an action planning section that encourages participants to use their skills on a daily basis. During each manager-led session, participants engage in large- and small-group discussions, a skill reinforcement activity, and action planning.
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Delivery Method Pre-work Sustainability Coaching Impact Analysis Instructor Led No Available Available Available Available as part of the Wilson Learning Brand Offering in North & South America, Australia, Europe, and Korea. Available as part of the Wilson Learning Custom Offering in other parts of the world.
Services
TopSales Leader Navigator™ (Web-based, multi-rater instrument)
This instrument is for sales managers at all levels. It evaluates the leadership skills that a successful sales manager needs based on Wilson Learning’s flexible new sales leader competency model—which can be quickly and easily customized by selecting the appropriate competencies according to level and role. As with Salesperson Navigator, feedback and interpretation of the results from the survey are given in a development planning session, which can be facilitated live and in person, or through a Webcast.