Based on the book, Managing Iron Salespeople – How to Manage Salespeople in an Ag Dealership by Frank Lee, the program takes sales managers through the various stages of managing salespeople for outstanding performance.
The business realties are that:
- THE MARKET HAS CHANGED
- CUSTOMERS MORE DEMANDING
- NEW SELLING STYLE NEEDED
- SALESPEOPLE MUST BECOME BETTER
- SALESPEOPLE MUST BE MANAGED
Sales managers learn what the salespeople have learned but from a management perspective. They learn how to manage this new breed of salespeople to do the things they learn about in the sales courses. The sales managers also learn how to motivate salespeople and how to continue to develop them after they have completed the program.