Free Tutorials
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Free Tutorials
At Real Sales Manager we are dedicated to helping aspiring, new and developing sales managers. We have found that by far the best way to do this is through coaching, but this can be enhanced by training.
We've produced these videos and activities to complement any coaching that you are receiving, either from an in-house coach or one of our Accredited Coaches. Your coach will normally recommend either a series of tutorials, or specific ones to complete between coaching sessions, however you can also browse the list below, with links to the relevant video or document.
You can Contact us if you would like advice on which tutorials would be most appropriate for you, and to receive our recommended curriculums - plese just give us a brief description of your current situation and areas that you want to develop.
Tutorials: videos and other resources
For Aspiring Sales Managers
055 Sales Management Readiness Indicator (SMRI). A questionnaire to help, especially aspiring, sales managers to determine if it really is for them. video
055b SMRI Obsesrver; a short video to show to anyone that you are asking to complete the SMRI for you.video
060 SMRI questionnaire to download download pdf
105 What is Sales Management, exploring what the role is really about: video
110 Most successful question, an activity to help you think through what success as a sales manager involves, by looking at the simple financial numbers of different sales managers: video
111 Most successful document, to accompany the video: download
115 Transitioning; this video discusses some of the issues to consider as you transition from an Individual Contributor role to becoming a manager, which for the vast majority of new sales managers is a difficult time. video
117 The New Boss, article discussing "the new boss" are they good or bad news? download
118 Survival Guide, some pointers for new Sales Managers during the transition period download
Sales Management Foundations
130 Support & Challenge, this audio recording of a recent webinar explains the Support & Challenge model that many Sales Managers find useful when giving feedback to others. video
131 The Hamburger Model, this simple model helps many Sales Managers to understand th eimportance of managing the process and the people as well as the task in hand. video
134 Triage a tool to help Sales Managers decide which deals to focus on for coaching
134a Triage Exercise the document referred to in the video (doc 3-4a). download
134b Triage Answers the suggested response to the exercise. download
136 Basic Questioning examining Theoretical, Leading and Effective questioning to help Sales Managers better understand the deals in the pipeline. video.
136b Questioning Exercise to help you implement Basic Questioning. download
136c Questioning Exercise Suggested Answers. download
Sales Planning
150 Planning Primer overviews the GOST planning process, and introduces Situation Analysis (151), SWOT (152), Goals & Objectives (155), Strategies & Tactics (157), and White Space Analysis (158). video
151 Situation Analysis analysing exactly where you are today, assessing the situation and the outlook.video
152 SWOT this very popular tool is often misunderstood; here we give definitions and how to use the tool properly. video
155 Goals & Objectives describe what you are trying to achieve. Goals give an easy to remember, inspirational sense of direction, and Objectives enable you, and everyone in the team, to be clear about what precisely you are going to achieve. video
157 Strategy & Tactics looks at how you craft your path to your Goals & Objectives, and what specific action steps you will take down that path. video
158 Plan for a Plan suggestions for how you develop your own Sales Plans, including a 'plan for a plan' video
158b Plan for a Plan doc a template to help you develop your own plan for a plan. download word doc
159 Professional Team Decision Thinking based on the book by Ben Heirs, introducing a model to make better decisions. video
Feedback and Coaching
161 Radical Candour (Kim Scott) is a simple but very powerful tool to help Sales Managers to "get what you want by saying what you mean".video
162 Coffee Shop Coaching Model explains a complete model of how you can go about a quick, 'in-the-moment' coaching session with one of your sales people to improve their capability. video
163 Diagnosing before a coaching session gives you a scenario to diagnose before you start a Coffee Shop Coaching session. audio
164 Example Coffee Shop Coaching session is as it says, enabling you to hear the model in action. audio
Management Style
201 Theory X & Y Management Style McGregors theories to help you figure out the best management style for you.video
204 The Management Grid Blake & Moutton's famous grid for analysing your management style video
204b Management Grid Questions the first part of the questionnaire to figure out your personal preferred management style. download
204c Management Grid Analysis how to interpret your answers to the questionnaire download
210 Maslow's Hierarchy of Needs a tool to help you decide on actions to motivate people video
210 Maslow Questionnaire a short questionnaire to help you determine how much importance you attach to helping people satisfy different levels of need download