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HubSpot Sales Management

What’s the sales manager’s role in the first phase of a sales training, when the team is learning something new?

Designing and delivering the training to the sales team Ensuring all team members are present and actively engaged while the training is taking place Ensuring the selected topics are presented in a way that will drive improvements to the way the sales team executes the sales process Leading by example in attending and participating in …

What’s the sales manager’s role in the first phase of a sales training, when the team is learning something new? Read More »

What’s the difference between training and coaching?

Training teaches salespeople what they need to do, and coaching helps them improve how they do it. Training happens in group settings, and coaching happens in one-on-one conversations. Salespeople can train each other, but only a sales leader can coach. Training is better for salespeople who are at the beginning of their career, and coaching is better …

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What’s the sales manager’s role in the final phase of a sales training, where each team member continues to improve on the skill until they’ve fully mastered it?

Increasing team members’ quotas to encourage them to apply their new skills Communicating the key outcomes of the training to the executive team and other departments inside the company Coaching individual team members to help them reach mastery Removing any team members who don’t apply the skills

What’s the sales manager’s role in the fourth phase of a sales training, when the team applies their new skills in the real world?

Ensuring what was covered in training is kept top of mind for the members of the sales team Assessing team members on how well they can apply what they’ve learned Coaching individual team members to help them reach mastery Holding team members accountable to integrating the training into their actual workflow

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