Sales managers, how are you preparing your team to compete?
Sales managers are under intense pressure to deliver results – from above and below! It’s surely the hardest job in sales.
Your first priority is to build the right team together and ensure they are in the right role, with the right focus.
Then you should invest in coaching to be rewarded with better performance. Focus on improving your team’s new deals, account retention strategies and customer conversations. But only a small proportion of managers coach often enough – citing limited time, low confidence or that they ‘do it already’ as common reasons for this.
The 20’s selling environment presents a further challenge. With sales teams working at home, the job of coaching performance remotely is even harder for sales managers.
We see that the best sales managers are comfortable with using data to inform decision making, using this to build a motivating culture grounded in performance improvement and feedback.
Are you building, coaching and measuring your team’s performance with a consistent sales management process today?
Solutions for Sales Managers
Here are some solutions to challenges faced by sales managers. Some are available for individuals, many are best delivered as a company-wide program.