Making the Transition from Selling to Sales Management

This Webcast was recorded on February 20, 2008.

Play the complete recording.

Download slides of Making the Transition from Selling to Sales Management (PDF)

How to Manage a High-Performing Sales Staff

You’re a top sales person and now you’ve been asked to lead. The potential rewards are great: career advancement and a share in all of the commissions generated by your team.

However, studies show that less than 15% of superstar salespeople succeed in management. Will you be able to overcome these odds?

As a new sales manager, you need a strong foundation of skills to effectively manage a sales team—and to quickly adapt as your responsibilities evolve.

What You Will Learn:

This Webcast explores the new skills, expectations and characteristics associated with successful sales managers in addition to proven techniques for managing in, out, up and down your organization to accelerate sales performance.

Whether you’re just starting out or would like to polish your skills, here is a great opportunity to discover:

• The critical actions you should take on day one as a new sales manager
• How to Identify what team members need to boost their performance
• Ways to evaluate your staff’s strengths and weaknesses
• How to keep your sales reps hungry and other tips for motivating your sales staff
• Proven methods for successfully managing up and across your organization
• Coaching techniques that help individuals reach and exceed their sales goals

About the Presenter:

Rick Wnuk is an experienced sales executive and founder of Sales POP! He works with his clients on the ABCs of selling: Acquiring new business, Building consistent processes and Creating a culture of continuous improvement. He has 20+ years of sales experience with a background in consulting and years of experience mentoring and coaching sales personnel to success in both public and private companies.

For additional training on this topic, consider these AMA seminars:

• Advanced Sales Management
• Creating a Win-Win Sales Compensation Plan
• Motivating and Coaching Your Sales Team: The Tools for Success
• Effective Channel Management

To learn more, read these AMACOM Books:

• The Sales Manager’s Success Manual
  by Wayne M. Thomas
• The Secrets of Great Sales Management
  by Robert A. Simpkins
• Fundamentals of Sales Management for the Newly Appointed Sales Manager, by Matthew Schwartz
• ProActive Sales Management, by William “Skip” Miller