Learn what being a member does for you
The Seller Styles
Learn the styles and take your free assessment
See a summary of all our programs and certifications
Certified Professional Sales Person(CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader(CPSL®)
Grow your impact as a certified sales leader
Certified Master Sales Professional (CMSP®)
Join the elite group of sales professionals and leaders
Advanced Sales Influence (ASI)
Take your influence and leadership to the next level.
Sales Success Principles
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Join our ongoing dynamic virtual coaching community
Explore job postings from some of the best companies in the country looking for sales professionals
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
Write For Us
Share your sales expertise and insights with our community
About Our CEO
Standards of Conduct
Common Questions and Answers
Sales Management training is not as common as it used to be, as more and more organizations think the sales management should already know it all. However, lack of training is the root to most companies’ bottom line problems.
Top executive management are the leaders of the sales force and need to be constantly demonstrating the appropriate behaviors for their salespeople to follow. It is really a monkey see, monkey do situation.
Are your sales leaders demonstrating appropriate behaviors?
Do they have goals and a plan of action to accomplish those goals? Are they disciplined, motivated, energetic and enthusiastic. Are they the type of mentor that you would like to have? Are they going on prospecting calls with their sales executives, or even handling accounts on their own?
Are they debriefing after a prospecting visit and providing feedback / coaching? Are they investing in their team or are they investing their time in moving upwards in the organization?
Sales Management training should include following a sales results system, and demonstrating that system with their salespeople on an ongoing basis. For example, if sales executive management is always telling their salespeople what to do, who owns the idea and who is committed to making it happen? Also, what are the salesperson going to do with the customer – tell them as well?
Most organizations provide sales training, which is great, particularly if it is ongoing, but they forget salespeople management in the process. It will help management to hire top producers, and then allow them to motivate, mentor, coach, delegate, obtain ownership and commitment, build high performing teams, run effective meetings and provide for ongoing training, creating more winners.
Sales management training is the foundation to ongoing sales results from selection, to coaching, training, rewarding and promoting. It is absolutely necessary!
About the author