If you're a new sales manager, these tips will help you make the transition to your new role and hit the ground running.
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How to get the most out of this programme
This programme has been designed so that you can access tips and resources exactly when you need them. Identify from the contents section below, which section or sections are most relavent for you right now and work through those. We anticipate that you would only need to access one or two sections at any given time.
Each section consists of a short introductory video and an ebook. Each ebook takes between 9 to 15 minutes to read. Using the reflection tools means that each section should take you in the region of 30 - 45 minutes to complete. Then it's up to you to put your learning into practice. Of course if you need any help, please get in touch.
We appreciate that everybody will start using these tips from a different start point, so below we have suggested some different pathways to follow based on some different scenarios.
1. The Big Secret
You are introduced to the pivotal role that a 1st line sales
leader has and the “The Big Secret” to being a successful sales manager.
2. It's Very Different
Become aware of what to expect in your new role - moving
from being responsible for just yourself to being responsible for other people
whilst still being responsible for yourself.
3. Now Get Ready
We stress the importance of getting ready both
organisationally and psychologically.
4. Your 1st Week
Learn how to set the right tone, especially behaviourally,
as the basis for a successful transition.
5. Your 1st Month
Here the emphasis is on how you maintain focus on discovery
and building knowledge to lay a solid foundation for future success.
6. Your 1st Sales Team Meeting
Discover how to make your 1st sales team meeting
a successful template for all future sales team meetings.
7. Your 1st Management Meeting
Management meetings may seem like a potential ordeal, learn how to survive the first one and how to work effectively with your manager and peer group from the start.
8. Your 1st Coaching Session
Being a coach is a major part of who you now are. Discover
how to manage your 1st coaching session effectively and go on to build a
9. Building Routines
Understand how to build on existing useful routines which foster
performance and develop new ones which get embedded successfully.
10. Taking the Team to the Next Level
Work out how you create and implement a plan to move the
team on to new levels of performance.
Use the pathway suggestions below to identify the best approach based on your situation .
Created by David Mason
Co-Founder, The Sales Managers' Academy
David has a proven track
record in strategic sales and sales and commercial leadership. This has involved new business development,
account development and leading sales teams both as a Sales Director and a
Business Unit Leader.
He has developed and led teams in the learning solutions sector who have
shown above market level growth through application of a best practice approach
focusing on connecting performance improvement solutions to commercial
objectives and outcomes.
has been recognised through David being appointed a Fellow of the Institute of Professional Sales and a
Fellow of the Learning & Performance Institute.