A sales manager is often faced with being in the middle between supporting your staff while reporting to a director or VP of sales. That balance and skill is one that must be mastered.
- One of the critical skills you have to learn…is the balancing act of working with your manager,…who's at a higher level, and your team that reports to you…at a lower level.…It's quite simply called managing up and managing down.…As the field sales manager, the dynamics really seem…so much different than when you were…a field sales representative.…Your fellow salespeople are looking to you to protect them…and let them sell.…The marketers, development teams, and the financial managers…who were once fighting for your attention and support…are now hitting you with questions…that seem to start with why, or why aren't you?…And those sales managers who once patted your back…with congratulations now have a lot more questions…about the sales team and their results.…
You're in a much more structured setting now…with a staff that reports to you…and the management above you.…You need that adjustment period to realize…you're not a sales representative anymore,…but you're not the director, either.…It's a feeling of being caught in the middle.…
In this course, follow sales coach Dean Karrel as he explains what's unique about training, managing, and leading field salespeople. He covers topics such as the importance of giving field salespeople their independence, communicating remotely, the challenges of CRM, the need for travel, guiding your team through tough times, and managing performance from a distance.
- Understanding the role of a manager
- Managing up and managing down
- Leading those in the field
- Empowering your salespeople
- Managing meetings and check-ins
- Guiding your team through tough market conditions