What’s the difference between training targeted specifically at front-line sales managers versus general leadership training targeted at other supervisory functions? Unfortunately, in many cases, nothing. While it’s clear that there is merit to tying sales manager training to an organization’s competency model, often times this approach limits the real-world applicability of the training received. Let’s explore a few examples to identify why this approach often fails to hit the mark.
Often times a sales management training curriculum will include a course on coaching. While these courses often have merit, they tend to be too blunt of an instrument to address the day-to-day realities of sales management. For instance, sales managers often receive training on a specific aspect of coaching, such as how to adapt their coaching style to employees at different points along their career continuum. While this type of training is well-received, it doesn’t address the practical issues of what to coach, when or how often to coach sales reps, why one type of coaching should occur over another, or what the proper venue is for having a coaching conversation.
In the same vein, many sales managers receive training on the competency of time management. Although time management training … Read the rest