Building a Sales Manager Academy

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Description

[/vc_column_text][/vc_column_inner][vc_column_inner width=”3/4″][vc_column_text]For one client, elevating the coaching and leadership skills of their more than 1,000 front-line sales managers was critical. In response, we developed a more effective sales management process, then translated it into high-impact sales manager training.[/vc_column_text][/vc_column_inner][/vc_row_inner][vc_empty_space height=”40px”][vc_row_inner][vc_column_inner width=”1/4″][vc_column_text]

Challenge

[/vc_column_text][/vc_column_inner][vc_column_inner width=”3/4″][vc_column_text]The practical challenge then became: how to bring this sales manager training to life as quickly and consistently as possible? With competitors reliant on passive virtual training, we advocated for a more powerful experiential experience that would allow hands-on practice and peer-to-peer learning. But like so many companies today, our client lacked the large corporate training center and staff needed to execute the plan[/vc_column_text][/vc_column_inner][/vc_row_inner][vc_empty_space height=”40px”][vc_row_inner][vc_column_inner width=”1/4″][vc_column_text]

Solution

[/vc_column_text][/vc_column_inner][vc_column_inner width=”3/4″][vc_column_text]The Cosine solution relied on our nationwide partnership with eight university-based sales education centers and two-dozen business school faculty. This university hub structure minimized travel costs and time-out-of-the-field. Small cohorts of front-line sales managers were brought to one of the different campuses for three-day professional development experiences that included videotaped role-plays and moderated discussions during playback.[/vc_column_text][/vc_column_inner][/vc_row_inner][vc_empty_space height=”40px”][vc_row_inner][vc_column_inner width=”1/4″][vc_column_text]

Feedback

[/vc_column_text][/vc_column_inner][vc_column_inner width=”3/4″][vc_column_text]Feedback on the university-based training was overwhelmingly positive. Post session assessments revealed significant improvements in sales coaching frequency and effectiveness. As a larger organizational benefit, the new training signaled to the sales organization the client’s new commitment to the front-line sales manager role. Motivation and engagement levels reached all-time highs.[/vc_column_text][/vc_column_inner][/vc_row_inner][vc_empty_space height=”40px”][vc_row_inner][vc_column_inner width=”1/4″][vc_column_text]

Highlights

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