From Top Seller to Sales Manager: How to Avoid the Mistakes That Lead to Failure

Duration: 60 minutes

Companies often promote their top sales reps into leadership roles. The idea is that they’ll achieve “The Multiplier Effect” – that is, they’ll replicate in an entire team the knowledge, skills, attitudes and behaviors necessary for success.

Great idea. But it rarely works.


Being a talented sales person doesn’t automatically make someone a great leader. Star salespeople are highly skilled at “growing sales.” That doesn’t mean they have the skills to “grow salespeople,” which is what great sales managers know how to do. In fact, some things that make an amazing seller might actually hinder leadership ability.

Sales managers, like any leader, need critical management training and guidance to be successful.

In this webinar sales expert Chris Lytle explains what it takes to successfully transition from salesperson to sales manager. He’ll explain how to coach and develop a team, how to set expectations and hold people accountable, and how to communicate effectively up and down the chain of command.

LEARNING OBJECTIVES

This webinar will cover:

  • How to motivate salespeople
  • How to use metrics to drive behaviors that lead to higher sales
  • How to conduct sales meetings that change behaviors and result in measurable performance improvement
  • How to assess the strengths and weaknesses of sales team members – and how to coach reps to better results
  • Why in recruiting it’s better to focus on traits rather than skill sets

ABOUT THE SPEAKER

Chris Lytle is a recognized expert in the sales development field. He’s the author of the best-seller “The Accidental Salesperson.” Chicago Tribune Media rated Chris’s book one of the Top 10 Career Books as soon as it hit the shelves. “The Accidental Sales Manager” was released in May of 2011. His lively, interactive keynote speeches and seminar presentations cover all facets of the sales process, including framing the issues for your prospect, selling the concept before the product, controlling the focus of the meeting and more. His mantra is “ People buy the way you sell, before they buy what you sell.”

What You Get With Each Option

Live Recording

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Participation in the live upcoming webinar

Recording

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Full MP4 recording of webinar, including Q&A. Choose digital download or CD-ROM by mail.

Live and Recording

Live + Recording

Participation in the live webinar + Full MP4 Recording. For recording, choose digital download or CD-ROM by mail.

Event Package

Event Value Pack

Participation in the live webinar + Full MP4 Recording + Audio-only MP3 recording. For recordings, choose digital download or CD-ROM by mail.

What You Get With Each Option close

Live Recording

Live Only

Participation in the live upcoming webinar

Recording

Recording Only

Full MP4 recording of webinar, including Q&A. Choose digital download or CD-ROM by mail.

Live and Recording

Live + Recording

Participation in the live webinar + Full MP4 Recording. For recording, choose digital download or CD-ROM by mail.

Event Package

Event Value Pack

Participation in the live webinar + Full MP4 Recording + Audio-only MP3 recording. For recordings, choose digital download or CD-ROM by mail.

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