Posts Tagged ‘Sales Management’

The Law of Reciprocity states, “If you do something nice for someone, human nature dictates that the recipient will feel compelled to do something nice for you in return.”

The philosopher Confucius simplified it when he said, “Do unto others what you want others to do unto you.” This second definition is very important.

Selling is a two-way relationship. The same applies to managing a sales team. If the team wants to be able to grow beyond what it started out with, it needs to surrender under the guidance of its sales manager. If the sales manager wants to earn the respect of the team, he needs to work hard and earn his sales people’s trust one brick at a time.

I know this much is true: that the Law of Reciprocity is essential to a career in sales. (more…)

One time I was out on the field with one of my sales reps and we needed to stop by his house so I could file a periodic inventory of his product samples and supplies.

In the house, he led me to a modest home office. The plaques and various awards on display immediately got my attention, neatly lined up on the shelves attached to the wall on one side of the room. I recognized one of the cards on display—an award I gave to him three months ago to acknowledge his great sales performance. My sales rep turned to me and said, “It’s one of the most meaningful tokens of appreciation I’ve received in my entire life.” He told me he values it more than anything on those shelves. (more…)

First things first….

As an aspiring top sales manager, get your sales group to buy into the fact that achievement is the only permanent value of work and achievement only comes from relentless effort and commitment.

Say this in a group setting at first (at your first sales meeting to establish your credibility as a leader if you need to.

After this is done, talk with them one-on-one. I’ve always found that holding frank one-on-one conversations with every member of the sales team is essential to success. In no uncertain terms, tell each salesperson what you expect of him, reiterate their one minute goals. And reinforce to them that you both want the same things, right? When you discuss this with them, align their goals with your goals.

Whatever you do however, be extremely clear on your expectations. They should know what minimum performance is – and if they don’t – then shame on you and shame on them! Shame on you for not repeating it over and over again and shame on them for not knowing it.

Once this communication is established, appeal to their passion for achievement and desire to make money. However, be very clear that if they don’t produce what is needed you will find someone who will. Don’t make it a threat; just tell them as you would state any other fact, like the sky is blue.

That’s just the way it is. Tell them that you are here to “achieve at the highest level”. Tell them “I’m not her to finish 30th in the country, I am here to finish first – and neither should you”. Leaders can do everything right but if they don’t set an expectation of excellence – they can never expect to be successful.

To learn even more tips and techniques about how to be a top sales manager, we’ll be posting nearly every day, so stay tuned for more gret tips on how you too can become a top sales manager.

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Post a comment and tell me on how you encourage your people in reaching the highest level of achievement.

The sales manager is the sales rep’s direct line of communication between himself and his performance. If this line is cut, if the sales manager is somewhat incompetent or won’t do his job properly, then the company has a problem. One of the most important factors that could influence a sales rep’s growth in his career is the sales manager’s ability to do his job well.

A top sales manager does this job by providing specific behavioral feedback. It is by no means an easy task. Each sales rep has his or her own set of behaviors he or she brings on the job. The top sales manager should be able to analyze these behaviors based on reports and turn them into feedback in a way that would inspire growth and positive change from the sales rep.

One way to pull this off is to develop a shared vision—between the sales manager and sales rep—of the expectations and style of coaching the sales rep needs to improve his or her game. For example, during pre-call planning, a top sales manager could use this opportunity to take notes of information as well as his own observations to be used as feedback later on.

Sales management is a tough job, sure, but who ever said otherwise? If anything, it’s one of the most emotionally gratifying jobs in the world, knowing you did what you could to help someone get better in his or her career.

Speaking of helping people, a top sales manager recognizes the power behind giving positive behavioral feedback. Confident sales persons produce better results, period. Top sales managers know this, and adjust their strategies accordingly. Underperformers might even change and start making consistent sales, while average sales reps, under the right encouragement, could grow to become sales superstars someday!

Who knows? Anything is possible with the right guidance of a top sales manager who knows what he’s doing.

Visit the blog post How To Deliver Words Of Encouragement To Your Sales People That Eventually Make A Difference for more in-depth tips on providing positive feedback to your sales reps.

Share your ideas on encouragement and positive feedback by leaving a comment below.