Boosting Profitability: Sales Manager Training for a Tough Economy

sales manager training

In a tough economy, businesses seek efficient and effective strategies. L&D teams are instrumental in supporting the sales staff and driving company profitability. Leaders can motivate teams and maintain growth standards through targeted sales manager training. Developing a unified set of team skills ensures a healthy aptitude for revenue growth, even during times of heightened economic uncertainty. In addition, by enabling sales leaders to do more with less, L&D ensures revenue growth even during economic uncertainty.

L&D Sales Manager Training to Increase Profitability

As budgets tighten for the year, company leaders’ performance standards remain competitive. One could argue that your sales staff feels this the most immediately, daily. To be sure that your team is hitting board numbers and maintaining healthy growth, L&D teams must discover opportunities to keep profitability at the forefront of new training and coaching initiatives.   

One of the critical benefits of sales manager training is a well-trained sales manager will be able to identify the strengths and weaknesses of each team member and provide them with the necessary tools and support to maximize behavior change and reach their full potential. This will lead to higher levels of productivity and better sales performance overall.

Prioritizing Sales Manager Training in an Economic Recession is Key

During a potential economic recession, businesses often face decreased demand, increased competition, and reduced budgets. As a result, sales managers must develop new strategies to increase sales, reduce costs, and maintain the company’s profitability. Acquiring the soft skills to motivate team members and increase collaboration is a huge factor in business success during heightened market uncertainty. sales leaders need to feel empowered to try new things with a learner’s mindset to be adaptable to the market and each team member’s needs.  

Developing and training sales leaders now can make a lasting impact. While most of us view recessions or downturns in the market as rare, they generally occur every seven years. While market conditions change rapidly, sales managers must adapt their strategies to stay ahead of the competition. Training can help them understand the current market conditions and develop new sales strategies to meet the changing demand of buyers in their focus industries. 

Sales productivity should increase when managers discover and understand how to engage each employee. Managers who can find the right mix of incentives and ways to inspire optimism and keep their teams engaged and motivated to hit company revenue targets. In addition, keeping an upbeat sales team during tough times is imperative, as they usually get more objections than ever. 

All managers must understand how to allocate resources and re-adjust budgets according to economic climates and company constraints. Equipping sales leaders with these skills and templates is a great starting point to ensure spending is aligned with the company’s goals. For example, during a recession, sales managers can learn how to reduce costs associated with sales activities by identifying cost-effective sales channels and eliminating unnecessary expenses. This might include streamlining the sales process, reducing the cost of customer acquisition, or negotiating better terms with suppliers.

The Many Benefits of Sales Manager Training for Profitability Contribution

Sales manager training is essential for businesses that want to remain competitive and profitable during economic uncertainty or potential recession. As a result, L&D leaders are being asked to step up or re-engineer their training programs to maintain a focus on supporting sales and impacting company profitability. While this might take priority over other initiatives during economic uncertainty, your team needs to be flexible and adapt where the business sees gaps and opportunities to boost organizational leadership.

A sales leader committed to continuous learning and development will inspire their team to do the same. This will create a team that is always looking for ways to improve and innovate, which can lead to increased profitability and sustained success. When each team can appreciate the effort and thoughtfulness behind signing each deal and onboarding new accounts, it strengthens interoperability and promotes accountability for individual contributors. 

5 Skills of a Sales Manager

According to Salesforce, these are five skills each sales manager needs to be successful:

  • Hire and retain the right sales team
  • Focus on performance management
  • Learn how to coach effectively
  • Know their numbers
  • Rethink their approach to leadership


Sales teams are naturally competitive and most likely have been inspired by a few coaches in their personal life and professional development. Therefore, coaching is critical for accomplishing revenue targets by providing each individual with a clear plan and path toward success. 

Popular business coach Marshall Goldsmith says, “Those who lead by example and demonstrate a passion for what they do make it much easier for their followers to do the same.”

9 Sales Leaders Skills that Improve with Sales Manager Training

At Hone, we aim to provide resources to equip L&D teams with helpful resources to support up-level manager training and development. When generating lasting changes for sales leaders, here is a list of attributes and sales manager training resources that can benefit your team. 

1. Effective Communication: Developing the ability to create compelling presentation decks allows sales leaders to communicate their ideas, proposals, and sales strategies effectively. This skill helps them convey information clearly and compellingly, increasing the chances of influencing clients and prospects positively.

Hone Class: Create Effective Presentation Decks

2. Active Listening: By mastering the art of active listening and asking powerful questions, sales leaders can better understand customer needs, preferences, and pain points. This enables them to tailor their sales approach and offer personalized solutions, fostering more robust customer relationships and driving higher sales conversions.

Hone Class: Ask Powerful Questions

3. Empathy: Building high-trust relationships and leading compassionate conversations are essential for sales leaders. Empathy allows them to connect with clients on an emotional level, demonstrating understanding and care. This builds trust, strengthens relationships, and helps sales leaders provide tailored solutions that address the unique challenges faced by their clients.

Hone Classes: Build High-Trust Relationships and Lead Compassionate Conversations

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4. Time Management: Effective time management skills empower sales leaders to take control of their day and focus on tasks that generate the most value. By prioritizing the right work, sales leaders can optimize their productivity, meet deadlines, and allocate resources efficiently, leading to better sales performance and goal achievement.

Hone Classes: Own Your Day and Prioritize the Right Work

5. Influence: Sales leaders must often influence and motivate their team members, even without formal authority. By mastering the art of influencing without authority, they can inspire and guide their teams toward success, fostering collaboration, teamwork, and a favorable sales culture.

Hone Class: Influence without Authority

6. Problem-Solving: Sales leaders encounter various challenges and conflicts during the sales process. By developing problem-solving skills, they can effectively identify the right conflict style and make strategic decisions to overcome obstacles and reach mutually beneficial resolutions. This enhances the sales process, minimizes friction, and strengthens client relationships.

Hone Classes: Identify the Right Conflict Style and Strategic Decision-Making

7. Persistence: Overcoming resistance to change is a common challenge in sales. Sales leaders who cultivate persistence can navigate objections and setbacks, maintaining their motivation and commitment to achieving sales targets. Persistence allows them to handle rejection, adapt their approach, and continue pursuing opportunities, ultimately driving tremendous sales success.

Hone Class: Overcome Resistance to Change

8. Adaptability: The sales landscape is dynamic, and sales leaders must be adaptable to thrive in changing environments. Utilizing their strengths and embracing adaptability enables them to respond to market shifts, customer demands, and emerging trends. Sales leaders who adapt quickly can seize new opportunities, pivot strategies, and stay ahead of the competition.

Hone Class: Utilize Your Strengths

9. Confidence: Remote work has become increasingly prevalent, and sales leaders must be adept at doing their best work in this setting. Developing confidence in remote work allows sales leaders to navigate virtual communication platforms, build rapport remotely, and effectively lead their teams. In addition, confidence boosts productivity and engagement, ensuring consistent sales performance regardless of the working environment.

Hone Class: How to Do Your Best Work Remote


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