Sales managers have a difficult job. After all, their livelihood is based on the performance of other people with wills of their own. A sales manager can't do the job of a sales rep for them, nor would they want to if they could.
So what can they do?
The main duty of a sales manager is to be a sales coach: someone who imparts training to a team and works with their reps to retain and develop those crucial skills.
Done right, sales training and coaching can result in an explosion of growth, since an entire team of competent and trained salespeople can sell more than any one sales rep on their own.
But what skills do you teach? What should be the things you coach your people on every day, week, month, and quarter?
The skills we compiled might be a bit different than the ground-level tactics and techniques that sales training often imparts. These areas of emphasis are intended to give your salespeople something every sales manager wants for their reps: self-efficacy.
To turn your reps into self-sufficient sales professionals, focus on these 10 areas as a part of your sales training program.