Sales manager training: help your teams perform better

Central element of the sales team, the Sales Manager (sometimes called Business Manager, Sales Manager) ensures the proper management of trade missions.

He knows how to highlight the skills of its teams and establish a action plan for the development of the company, for example as part of a prospecting strategy. But this job of manager is not innate and requires educational training to learn more about sales techniques, of team motivation & management or even marketing. In this article, discover the training courses that allow you to access this type of position.

What are the educational objectives of a commercial management course?

Commercial management training has many objectives aimed at allowing the manager to succeed in his role and the development of the business's sales force.

We thus find multiple skills to acquire or strengthen throughout the educational curriculum : first on the Human plane, to help him become a good team manager, but also to provide him with knowledge about the marketing plan, the sales techniques, the project management, the Management, the business strategy, the creation of commercial tools and the preparation of action plans to improve company performance.

More concretely, the various Commercial Manager courses are designed to allow students or job seekers in the midst of a professional reconversion to learn how to:

- Analyze the different profiles of the teams to optimize its management
- Provide motivation and support to salespeople, and enhance their skills alone or in a team
- Finding the right performance indicators to measure the success of a marketing strategy and simplify commercial and budgetary management
- Use the various commercial tools in B2B and B2C
- Recruiting a quality team and develop an effective onboarding plan to simplify job entry

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What is a good sales manager?

While discovering sales management can be done during a training course, being a good manager can be learned every day throughout the year. This requires above all an ability to federate your teams, allowing everyone to develop and use your skills wisely and know alternate between motivation and constructive criticism to carry out each mission successfully and achieve expected performance goals.

How do you become a good Sales Manager?

Sales manager courses allow a student interested in the business world, a job seeker or an employee in the midst of a professional retraining toacquire knowledge and sometimes certification. It's also a good way for salespeople to boost their career and develop their expertise.

The educational content of the training will allow learners to develop on two levels below.

1. Know how to make their teams succeed

Above all, this involves the idea of create a professional relationship of trust by helping salespeople to develop their skills and knowledge, by measuring their individual and team performance with a critical hindsight while providing them with support and encouragement. It is through this effective and caring support that the manager will be able to achieve the expected results, especially in terms of sales figures.

2. Understand the role of Sales Manager and the expectations that come with it

The role of sales manager is defined by a operational aspect (which aims to grow the business) and aMore human aspect. While the manager must carry out the various missions incumbent on him and ensure the management of commercial projects, he is also at the head of a team for which he ensures the Management, in other words the delegation of tasks and the symbiosis between the various individuals. He is therefore expected to be able to effectively support each employee as soon as they take up a position and maintain a good team spirit.

Develop the qualities required to be an excellent leader
If you are wondering what qualities are required to be a good manager, remember that he must be a great leader. It goes beyond making the right decisions. It is also about having relational ease, knowing how to demonstrate Listening, of communication And of Questioning throughout the year in order to build and maintain a relationship of trust with each salesperson.

Mastering operational commercial management
Following a training course also allows you to acquire a solid knowledge base in operational management, management of a business unit at the care of the customer relationship, going through the followed by a sales cycle. This technical knowledge is fundamental for ensure the growth of a business and the good management of a team.

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What managerial skills are worked on in a program?

At the end of the training, each student will have received real management tools allowing them to:

- Manage the company's commercial activity and carry out its projects successfully

- Motivate, encourage and manage your team effectively As soon as you take office

- Adapting your management methods according to the profiles of its sales team and the various missions to be accomplished

- Managing conflicts, moments of crisis and provide constructive feedback

What to expect in terms of the level of personalization of a training course?

Because each individual is different, it is important to be able to find an fTraining adapted to your needs and resources. It is therefore entirely possible to modulate learning according to its location, its financing possibilities and its availability.

‍ In addition, the program can be adapted according to your level (Bac, BTS, Bachelor, Master), as well as the objectives sought, both professionally and in terms of supporting personal development. The program should help you:
• in the fundamentals of management,
• to ensure the unity of the team and collaborators,
• to manage and manage the various levers of action (company and customer),
• to manage an operational project from start to finish without forgetting the initial objectives,
• to ensure the commercial and marketing strategy to be put in place,
• Etc.

Who is the sales manager training for?

As explained above, commercial training can be addressed to a student interested in the business world, to a job seeker In full redevelopment professional or to a Commercial employee wishing to acquire or consolidate knowledge.

The formats offered: online, at a distance, in a training center, in a company...

This type of training can be taken on a full-time basis. In class (in “initial”) or alternating, with days dedicated to working in companies. While some organizations prefer a course in Face-to-face, others suggest taking the courses remotely and online to allow everyone to better adapt your schedule. The latter option is particularly useful for individuals residing in provinces, for example in the Loire, and who do not benefit from the same choice of businesses and establishments as those residing in Paris.

Additionally, programs may differ depending on the Sales Manager profile.

Financing options: CPF, OPCO?

On the learner side, The price of the training varies between 1200 and 3000€ and it is generally financed with the help of a ready Or of a payment in several installments. If the training organization is eligible for the CPF, it can also be a financing option for individuals who have already worked and contributed. In this case, it will also be possible to approach structures such as Fongecif to benefit from advice and funding. In addition to the CPF to finance your training, you can approach structures such as:
• The AIF or individual training assistance
• The employment center with the regional training program
• The AFC or an approved training action
• The professional prevention account
• The CEC or the citizen engagement account

On the corporate side, OPCO membership will facilitate the establishment of professionalization and apprenticeship contracts, in particular by covering the cost of a work-study student.

Professional opportunities and the salary of a Sales Manager

After the Commercial Manager training, you can increase your professional experience by aspiring to become:
• Business Sales Director
• Sales manager
• Independent consultant
• Branch manager

As for the salary, it will depend on the experience of the profile and the sector of activity. In France, the average salary for this type of position is €47,000.

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