There is no such thing as natural born sales people with sales DNA. In the past such as '70 and '80 when America started to become powerful. There were sales people who came out of high school and went to sell stocks. But a high school graduate can not do this before a thorough training. They need direction and sales techniques and the proper know-how to find their way which is a stressfull and competive environment. It might sounds like you can be like Nimrod to conqueror the world by selling. You need to be convincing and polite. Not even a Yale business graduate can not pitch like a oldschool stock broker with experience.
How to train sales managers?.
If you attract experienced sales managers and they come to sell new goods. For example if you hire a sales manager who used to sell stocks and now this person is going to sell Coca-Cola as an account manager. Then this sales person is in a whole another field. You need to teach this new sales person few new things about selling Coca-Cola. This sales person have set of skills which he has bought from the pervious job. Then you need to give them relevant skills and also find a balance between new and old skills set. As a manager they must understand delegating and giving direction to the sales team. New managers got a functional skill set that got them promoted and give them a relevant skill set for the new job to keep their long term focus.
Experience is the best teacher and let them learn on-the-job.
There are possibilities for young people to work 4 days and go to school for 1 day. This mean money and knowledge. Also this means they can practise what they learn at school on-the-job. Let them learn by putting theories into practise. Also a roleplay is a system that can teach them a high-performance sales techniques. Create new opportunities for new managers and give them a perspective to gain for them self such as new mind set to succeed and also relevant sales techniques.
Do not get the new sales managers caught up in self-centered hype.
Do not let the new sales mangers get caught up in an image of their self and their previous successes. Your goal is to train that new sales manager to succeed in a new field. Give them a chance put in the effort to get a hold individual skills. To gain more such as new sales values, transforming them to become a whole new person that is attactive to the customers. Train the new sales manager to give direction and to increase the individuality of your sales team.
Train the new sales managers to focus on common goals of the sales team.
The sales team must come first. The sales manager should learn to motivate, delegate and give direction to the sales team. The sales team must recognize the team spirit and the sales values of the sales team. The person who can support the sales team is the sales manager. When the workday starts the sales manager should delegate the tasks to the sales team such as where to go to find new customers. For all the under-performing sales persons should be given new directions to shape them to see new opportunities such learing new values.
Train the new sales managers to look beyond numbers and ask "Why?".
Train the new sales managers to find reasons why?. They have succeed and why?. Not. It is easy to crunch numbers and analyze the sales records, but make the new sales manager to find reasons and copy from successfull sales managers. Mostly customers want to know why they have to buy your company's products. Not every customer come to your store for a specific reason. Some 'happy customers' have a budget and step into your store or explore your company's website because they have money to spend. It is the trick to convert that prospect into a loyal buyer.
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