Training and development of sales managers

Training and development of sales managers

Book Description

Alexey Nazarov is a business consultant in the field of sales with 20 years of experience in positions from commercial representative to sales director, coach, teacher at the MIRBIS Graduate School of Business. The author of the management pyramid model and the concept of semantic gaps. Maria Medvedeva is a certified business coach with 15 years of experience in the pharmaceutical business in positions from medical representative to sales manager. For 10 years, as a corporate trainer, she has been engaged in internal training and development of sales department employees in Russian and large international companies. Managed the personnel evaluation center in the conditions of mergers and acquisitions of companies. Specializes in training employees of sales departments of pharmaceutical companies. Sergey Sotnikov is a business coach, practicing psychologist, certified NLP practitioner, teacher. Expert in leadership psychology, management, emotional negotiation and conflict psychology. Trainer for the development of managerial skills, standards of business communication, tactics of conducting complex negotiations, system thinking, countering manipulation, psychodiagnostics of professional and personal behaviors. The book is about how to plan the training and development of sales staff. About where to start, how to analyze the need for training, formulate a task, make programs and choose methods of training and development. And also about what can and cannot be expected from training. Among other things, in this book we will focus on the psychological aspects of the person, the person for whom this book is designed. Let's try to draw up a psychological portrait of a sales specialist. We will give recommendations on what to pay attention to when selecting candidates for vacant positions in the sales department. Who is this book for? First of all, for the heads of sales departments. For managers who set the task of training and developing their employees before T&D specialists, for the training specialists themselves, for HR directors and, oddly enough, for marketing directors. Why do I need to read this book? The authors hope that it will help: - set only achievable goals for trainers; - save money that companies spend on training and development; - structure the process of training sellers.