2022 continues to bring change and the need to adapt. As the buying process and the customer journey continue to develop, sales managers and leaders can no longer get by relying on the skills they’ve used previously. Companies must prioritise and enable their sales teams to evolve their sales strategies to keep up with changing times. With the new selling environment upon us, we thought we’d share the 8 essential sales training programs for managers and leaders everywhere, as well as the most important sales skills they need to possess to make 2022 a success. Let’s get started!
- 11 Must-Have Qualities Of ALL Great Sales Managers
- How to Work with Channel Partners to Maximise Sales Volume
- Management Mastery
- Strategic Leadership & Management
- Virtual Management
- Coaching Fundamentals
- Key Account Management Training
- Mindset for Sales
- Social Selling
- Virtual Selling
1. Management Mastery
Today the competitive landscape can change and increase without a moment’s notice. As a result, leading a team to new heights takes understanding your team’s unique strengths, knowing how to navigate uncharted territory and constantly inspiring them to reach their maximum potential. Still, it takes a masterful leader to do that.
That’s why our management mastery training supports managers in developing the skills they need to bring out the best of their team, regardless of whether they’re working in the office, at home, or in a blended environment.
2. Strategic Leadership & Management
Sales leaders play an essential role in ensuring their team has everything they need to be successful and exceed targets. As a result, leaders often spend too much time improving teams’ skills. So much so that they often forget that real change can only start at the top.
If that sounds too familiar, maybe it’s time to make the change and develop strategic leadership skills to motivate, manage, nurture, and lead sales teams to success. If done well, you’ll be able to sit back and watch your team foster accountability, goal-setting and employ great time-management strategies while exceeding targets.
3. Virtual Management
We are in unprecedented times, and the crisis continues to fundamentally change the way people live, work and do business. Most teams around the world are working from home now, and many companies are scrambling to adapt how their teams work from home and how managers can lead remotely. By learning the fundamentals of virtual management, sales managers leaders can ensure that company-wide productivity, collaboration and team morale are maximised even when work environments change.
Recommended for: All leaders managing remote, blended or split teams.
4. Coaching Fundamentals
Quoting Socrates, who said, “I cannot teach anybody anything, I can only make them think” – that’s where sales coaching comes in. That’s because training is necessary initially, but leading a sales team that knows what it should do and one that does what it knows are two very different things. More so, when coaching is done one-on-one, or as a team, group discussion and self-reflection are harnessed to maximise results.
What’s better, when managers implement solution-focused coaching techniques, team members become more autonomous and self-sufficient.
That’s why we’ve crafted our coaching fundamentals training to focus on different coaching styles and apply them to your various work scenarios. It also increases employees’ motivation and dedication by training managers in using effective questioning and listening skills to help provoke team members to create solutions and work independently on complex tasks.
5. Key Account Management Training
Key Account Managers aren’t only responsible for sales but also for planning and managing the entire relationship between their company and its most important customers. Key Account Management training supports account managers to develop the application skills needed to systematically review and grow their most valuable accounts. While also helping them create actionable plans to grow long-term relationships as trusted advisors who provide immediate, measurable, sustainable business results to key clients.
6. Mindset for Sales
While having a positive attitude in sales is almost an essential requirement, it’s vital for roles like account managers, business development, or even pre-sales.
2020 was tough. 2021 was tougher, and 2022 will be what managers and leaders make it – because believing you will succeed is already half the battle, especially when times are tough. That’s why all sales professionals and small business owners must learn how to stay motivated when the economy slows down when anxious customers say no, and when things just aren’t going according to plan.
Ultimately, we find that a strong sense of internal motivation often separates the top performers from the underachievers, which is why all of our sales training starts with attitude.
7. Social Selling
Who doesn’t want to reach their ideal target customers at a scale they’ve never been able to do before? Regardless of whether they’re responsible for lead generation or not -everyone needs to learn the fundamentals of Social Selling. That’s why managers and leaders need to ensure they’re relaying social selling techniques and strategies to sales teams to ensure that they can harness the technology tools available to them. Sales managers who are social selling masters lead sales teams that can easily find their audience, have conversations with prospects, generate sales leads, get past gatekeepers, and keep their all-important pipeline full.
8. Virtual Selling
The future is here, and so are new selling environments that require new sales skills, especially in the digital setting. Everyone from leadership down needs to build rapport virtually, present their solution online effectively, and understand which digital sales tools to incorporate into their processes.
We recommend it for sales managers who prefer to reduce or eliminate face-to-face meetings but still want to effectively build rapport and close deals without meeting with prospects in person.
Sales Training Pays with SOCO/
SOCO/ is an expert-led, award-winning sales training company. We’ve spent decades working with some of the most innovative and forward-thinking companies across Asia and the world.
Have SOCO train your team in the top sales skills needed to take on 2022 through either Virtual Instructor-Led Training through video conferencing software or let your team learn new skills in their spare time using our popular e-learning platform – SOCO Academy.
Not sure which of the top sales training programs is right for you? Book an appointment with one of our program advisors who will be happy to build the right training plan for you.