The Accidental Sales Manager: How to Take Control and Lead Your Sales Team to Record Profits

Stellar salespeople are often slowed down in their careers by a great opportunity. One minute they are rocking their performance at work, and naturally they are rewarded with a promotion to manager - and that’s when the road block forms. Too often these sales stars get stuck doing their old sales job while also trying to juggle their manager role, and too often companies neglect to train their employees how to excel as managers.

Chris Lytle, President/Product Developer at Sparque, founder of his own sales training company Fuel and author of The Accidental Sales Manager: How to Take Control and Lead Your Sales Team to Record Profits can discuss tips and strategies for extricating from the “Sales Management Trap.” This trap, Lytle explains, is where great salespeople spend their days exhausting themselves with middling tasks, losing out on sales, and suffering under a team of people who lack accountability and leadership.

Drawing from the experiences of scores of sales managers, Lytle can discuss applicable ideas for coaching and developing a team of accomplished salespeople who can manage themselves. Lytle can help managers understand how to communicate up and down the chain of command, so that everyone knows what's expected of them and subordinates become better salespeople who raise company profits.

Lytle can discuss step-by-step methods sales managers can use to both learn their jobs and lead their teams, including:

• Get tactics to stop burning time and exhausting oneself, while taking effective actions to use time better as a leader
• Discover how to integrate learning into leading and make sales meetings an active conversation on what works and what doesn't
• The seven roadblocks that keep B players from becoming A players
• How to find out what is actually happening with employees, and then manage the gap to lead salespeople from lagging sales to hitting their targets
• How to recruit the best people by asking the right questions and hiring for traits rather than skill sets
• How to lead for commitment instead of managing for compliance
• How to conduct sales meetings that elicit desired changes in behavior and measurable gains in revenue