Management & Leadership
Management & Leadership
Engagement and skills are critical to sales performance
The Imparta curriculum also offers development content for those leading sales; from front-line leaders who are learning to resist being “super sellers” by improving their coaching skills, all the way to the executive sales leader role. Our deep expertise in sales management and sales leadership is a result of over 12 years of research into effective sales management practices.
Sales Management Code
The Operating System
We typically begin the journey of sales manager and leader effectiveness by equipping managers in three primary areas introduced in The Sales Management
- Assess: Sales managers need to assess performance against key metrics and prioritize sales objectives that are most vital for hitting desired organizational results.
- Choose: Next, sales managers need to create alignment between your prioritized KPIs and the sales activities that will have the biggest impact on them. This creates clarity for sellers and ensures that execution is directly aligned to outcomes.
- Execute: Finally, managers must execute their coaching conversations in a highly collaborative manner, creating a positive and effective coaching environment.
This foundational element at the outset dramatically increases the likelihood of ongoing adoption and effective sales execution for all methodology training to follow.
