Unit VI: Career Development Program for Senior Sales Manager - Skills

This presentation, created as part of a unit on career development, outlines a comprehensive program designed for individuals aspiring to become senior sales managers. As the director of learning and development, the presentation identifies the essential skills required for success in the role, including analytical, communication, strategic, motivational, and delegative abilities, along with the ability to remain calm under pressure. It then details three key training and development interventions: reflective learning, real-time video analysis, stimulation exercises, and a job rotation program, providing estimated timeframes for completion. The presentation explains the specific outcomes of each intervention, such as improved analytical skills, enhanced communication, increased confidence, and broader understanding of the organization. Ultimately, the program aims to equip future sales leaders with the necessary capabilities to effectively manage their responsibilities and excel in their careers.

CAREER
DEVELOPMENT
PROGRAM

INTRODUCTION
According to Choate, et. al. (2016), creation of a career
development program helps the workers to effectively enhance
their skills in their given role. The presentation aims to provide
guidance as a director of learning and development to
five individuals who are aspiring to become seniors sales
manager.
The presentation will be highlighting the
skill required for a sales manager.
It will also be discussing intervention
needs and as well as its outcome

SKILLS NECESSARY
FOR BEING SUCCESSFUL
As opined by Cron, et. al. (2014), a senior sales manager is
accountable leading, building and handling with a group of
salesperson inside the organization. Hence, they have to have
various skills and qualities.
SKILLS-
• Analysis skill required for reviewing the data and coming to a
meaningful conclusion
• Communication skills needed to deliver information
effectively to its teammates

• Strategic abilities to plan and gather evidences for making
tradeoffs
• Motivation and collaborative skills for keeping their members
right on track
• Delegative skills that will assist them to delegate the team
efficiently.
• They must also have the ability to remain calm and composed
under pressure situation.

TRAINING AND DEVELOPMENT
INTERVENTION NEEDS
As stated by Sarbeng (2013), training and development
interventions helps to provide a strategic alignment and the exact
learning for acquiring skill for the targeted post.
After going through the skills necessary for a sales manager the
intervention techniques that can be used for developing the
abilities are-
Reflective learning-
This will require 60 days

Real Video data
• This will need around 50 day worth effort.
Stimulation
• The time required for this intervention is 70-80 days
Job Rotation program
• The program is completed within 60-90 days

OUTCOME OF THE INTERVENTION
Reflective learning-
• This type of learning includes noticing other people working
and critically analyzing them. This will help the individuals to
develop an effective analysis skill.
• A reflection enable deep understanding and enhances
incorporation of fresh learning with the existing knowledge
(Phillips and Phillips, 2016)
Real time Video
• Using video assists in training communicative skills

• Projecting real videos will make the individuals understand
and identify way in which they are required to communicate.
Stimulation
• As opined by Lacerenza, et. Al. (2018), stimulation aids in
developing patience and the ability to remain calm and
composed under pressure situation.
• It helps in gaining confidence and enhances business as well
as management abilities.

Job Rotation program
• In this program the company moves around their workers.
• The employees take over different position within an
organization
• This helps the company to understand their skills and in which
position they are most suitable.
• The program is a systematic movement of the obtain various HR
objectives like orientation of new staff, training, improving
career development and inhibiting boredom in job or burnout
(Phillips and Phillips, 2016).

CONCLUSION
The created career development program for a senior sales
manager helps to understand the abilities they require for
effectively managing their responsibilities. Thus, to conclude the
interventions used for developing their skills will help to enhance
their capabilities and make them a better leader for future.

REFERENCES
Choate, J., Green, J., Cran, S., Macaulay, J. and Etheve, M., 2016. Using a professional
development program to enhance undergraduate career development and
employability. International Journal of Innovation in Science and Mathematics Education
(formerly CAL-laborate International), 24(3).
Cron, W.L., Baldauf, A., Leigh, T.W. and Grossenbacher, S., 2014. The strategic role of the
sales force: Perceptions of senior sales executives. Journal of the Academy of Marketing
Science, 42(5), pp.471-489.
Sarbeng, I.B., 2013. Staff training and development interventions and teaching performance:
Application of structural equation modeling. International Journal of Human Resource
Studies, 3(4), p.159.
Phillips, J.J. and Phillips, P.P., 2016. Handbook of training evaluation and measurement
methods. Routledge.
Lacerenza, C.N., Marlow, S.L., Tannenbaum, S.I. and Salas, E., 2018. Team development
interventions: Evidence-based approaches for improving teamwork. American
Psychologist, 73(4), p.517.

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