The Role of Sales Management in Sales Training [Video]

On this episode, we talk about the role of sales management in sales training. The question is: To what extent should a sales manager be involved in delivering the training themselves? Is their primary role reinforcement and coaching, or should they be doubling as a trainer? 

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Video Transcript

That’s a really excellent question. Something that comes up a lot from clients. We believe the sales manager should have a very active role in the training and development of their teams. That said I’d kind of make three distinctions. I would look at (1) formalized training, (2) informal training and (3) personalized sales coaching.

The formalized training is really a sales training programwhich may be run over a couple of days, then go through some ongoing reinforcement, followed up by personalized coaching. The actual classroom component of that is probably best led to professional facilitators who can deliver that training. That …