Don’t Forget to Train & Coach the Directors
Develop Your Sales Directors and Executives to Guide Your Team & Grow Your Organization
Look at just about any company in America and you’ll find large amounts of time and money being invested in the training and coaching of frontline salespeople. After all, they’re the ones making the sales, so it makes sense to train them in order to boost revenues by improving their productivity, skills, and knowledge.
What you won’t find is a proportionate investment in the professional development of the directors who oversee these salespeople and that is an all too familiar recipe for failure (or at least sub-par performance).
The tried and true ingredients for this recipe are as follows:
- Invest heavily in salespeople
- Promote top performer to Sales Director
- Provide minimal support to promoted employee
- Scratch head as they flounder
- Demote or fire unsuccessful Sales Director
- Rinse and repeat
Tune The Engine That Powers Your Business
Prepare yourself & your team with The Sales Coaching Institutes Sales Director Leadership Training & Coaching Program. This program is personalized for every organization and employee to better suit their unique situation, allowing for the best possible learning experience.
Sales Director Leadership Training Topics
The Sales Coaching Institute’s sales director leadership training and coaching program topics are listed below. We customize each of our training sessions to ensure the most important topics for your sales directors & executives are covered in-depth.
- Learn Proven Strategic Sales Coaching Methods That Boost Performance
Learn our proven process to motivate and engage sales team members to achieve their revenue objectives
Learn how to architect and execute a successful sales strategy
- Hire and retaining the best sales talent for success
Additional Sales Director Leadership Training Topics
Creating different strategies for various verticals
Prioritizing accounts
Designing call patterns
Opportunity management
Call management
Territory reviews with sales reps
Regular one-on-one meetings with sales reps
Sales cadence strategies and processes
Sales Director Leadership Training Program
Scaling New Heights in Sales Coaching and Executive Performance
Business Outcomes
Create a hyper focused vision & mission statement to share and implement with your team.
Set measurable goals and objectives that you and your team can follow to ensure the success of your vision & mission statement.
Learn how to manage change & resistance to change.
Develop plans and methodologies to ensure your team is motivated to continuously exceed client expectations.
Provide fresh insights into the structure of a world-class sales strategy and how that strategy can be supported effectively from a sales executive leadership role.
Learning Objectives
Create an environment within your organization that delivers measurable growth and results through continuous improvement, development, and dedication.
Inspire your sales managers to manage and lead their sales teams to the best of their abilities.
Set a clear and concise vision and mission statement to clarify goals, align your team, and set the direction for the future of your organization.
Differentiate leadership and management to better understand the roles they play within your organization.
Coach for peak performance and run powerful and meaningful sales meetings.
Program Duration
45-60 Minutes
2-4 Hour Breakout Session
6-8 Hour Full Day Training
As a sales director (or executive), you are responsible for equipping your sales team with the tools, resources, training, and, opportunities to operate at their full potential.
The mistake everyone makes is assuming a high-performing salesperson will automatically become a successful Sales Director. Why wouldn’t they be? By the time they get promoted, they’ve displayed high levels of drive, an in-depth knowledge of your products or services and – perhaps most importantly – the ability to convince customers to purchase those products or services.
They’re talented, hardworking, dependable and loyal to your company. What they may not be is a natural leader with the organizational skills needed to guide a team to greater heights and grow your company. That isn’t to say they won’t be able to develop those skills but to assume they already possess them is often a huge miscalculation.
Not convinced? Name one superstar athlete who was successful as a coach of a major sports franchise after their playing days were over. Not just a former pro, a superstar like a Wayne Gretzky or a Ted Williams. It’s an extremely short list and spoiler alert, Gretzky and Williams both flamed out in their attempts to find success on the sidelines.
Sales Director Leadership Training is a Must!
A study by the American Society for Training & Development (ASTD) recently found that only 10% of companies train their sales leaders to a high extent while over 20% don’t train them at all. On the other end of the scale, the study found that about 65% of those companies train their salespeople on selling skills at least once a year.
The ASTD study also found a positive correlation between the extent to which leaders were trained and the percentage of their teams who met their quotas. Companies that didn’t invest in leadership training and coaching suffered lower sales performance vs companies that did invest in leadership training and coaching for their Sales Directors.
Based on the results of this study, it seems obvious that your professional development investment should include your Sales Directors and executives. Remember, train a salesperson and you improve one employee; train the director and you improve the entire sales department.
Getting Your Directors The Leadership Training They Need to Succeed
The key here is to understand the importance of providing your newly minted director with the professional development they need to be as successful in their new role as they were in the previous one.
Provide them with Sales Director leadership training and Sales Director leadership coaching to help them develop the skills they need to improve the performance of their teams. The Sales Coaching Institute offers Sales Director leadership training programs that are customized and developed specifically for your directors and executives.
As identified in the study, leading companies with high performing sales teams invariably offer Sales Director training programs and Sales Director leadership training programs to their employees to arm them with the skills they will need for the new challenges they will encounter.
Those skills include being able to:
Develop and delivering high-impact sales presentations
Plan and execute more effective sales conversations
Plan and conduct better negotiation discussions with buyers
Manage and organize teams more efficiently
Where to go from here? Follow the leaders!
Even a cursory look at the above lists will make it apparent that your Sales Directors have done little in their previous professional careers to adequately prepare them for the chaos they are expected to manage in their new roles.
Our Sales Director leadership training and Sales Director leadership coaching helps your Sales Directors properly structure what they do during a day, week, month, and a year. This type of detailed leadership training helps your Sales Director lead properly and with confidence.
They need a process that helps them interact with their sellers and colleagues in an effective, value-added way and the right Sales Director training programs and Sales Director leadership training programs will provide them with the tools to do that consistently.
Leading companies know that the right sales director leadership coaching programs and sales director leadership training programs to develop and enhance the newly required skillset is critical to their success.
Leading companies provide easy access to ongoing training and coaching to their existing sales directors and executives, so they can continue to improve and provide increasingly greater value to the company.
Improve Your Sales Executives Careers & Ensure the Success & Growth of Your Company
The Sales Coaching Institutes world class sales professionals have successful real-world experience that your executives will be able to learn from. Your sales executives will expand their leadership talent and the expertise needed to take charge and direct the company towards achieving its primary sales objectives. Beyond providing a sales executive leadership program, we also provide all clients with useful tools and knowledge to lead your organization to new heights.
Who Benefits from The Sales Coaching Institute’s Sales Director Leadership Training & Coaching Program?
Any valued member of your sales team you want to grow into a sales leadership role
An underperforming sales executive
Someone new to the leadership role, who is missing some of the skills or tools to properly lead as an executive
A skilled sales leader whose attitude can use some adjustment, so they can realize their true potential
