Date post: | 12-Apr-2017 |
Category: |
Sales |
Upload: | david-masover |
View: | 42 times |
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The success of the group depends on:
▶︎ Individuals knowing their role
▶︎ Knowing what to expect from the others
and...
Being clear about those expectations via clear
communication
“But - so what?”(you might be thinking)
“My reps eat what they kill, they don’t hunt in a pack”
(which begs the question....)
Are all of your reps getting paid to be there?
Do they all benefit from leads and marketing efforts?
Do they all share a logo on their business cards?
In an all-star, individual contributor sales culture, it’s every rep for themselves.
Some thrive, some don’t
...and it is all up to them.
It starts here...
...in the conversations between front line sales managers and the reps who report to them
Is the front line sales manager regularly coaching reps?
◆ Are they having granular, activity-based conversations about what is leading up to new business?
◆ Are the expectations for what was supposed to happen clear before they meet?
◆ Or are they “how’s it going”; Deal-by-deal; War story and “here’s what I would do” conversations?
Those who do, tend to do it poorly
“How’s it going”
Deal-by-deal (not strategic)
War stories
“If I were you”
When sales managers coach in a way that:
Makes expectations clear
Through regular communication
And supports those making efforts
And deals with those who don’t
Expectations are clear
Support is offered
Communication is robust
And reps feel good about being a part of the team
And when reps feel good about being a part of the team
They work harder
The good ones stay longer
They help each other succeed
And your bottom line grows
Your sales manager is more than a rep
Deployed properly, they can be the glue that keeps a wining team together and thriving
The Sales TeamSuccess Formula™
www.sales-team-success-formula.com
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