Sales Force Management - How To Stay Focused On The Goals
One of the secrets to good sales force management is to realize that it is more important that your sales force respects you than like you
. If they like you, that's great but often in sales force management as in family rearing, you need tough love to achieve success.
In the end, what the company and the sales staff want is success. If you help them succeed and you are fair and consistent, they will respect you and they will want to work with you.
Keep in mind that you own or work for a business. The main goal of business is to make a profit. A secondary goal is to provide good customer service and a good environment for workers but these goals mean nothing if a profit is not made because the company cannot last without success in goal number one.
Part of good sales force management is the ability to separate personal matters from business matters. Remember that your team's personal problems can best be solved by people outside the business. The smaller your company, the less resources you have to help your staff. Getting too personal with your staff makes this difficult. In sales force management, it is important that you keep your team focused on success without being cold or cruel.
Remember too that good sales people are professional manipulators. We pay them to convince others to act as the sales person directs. Keep in mind that whenever they are not selling clients, they are probably selling you. Some problems they reveal may be designed to gain an edge unfairly. For example, if a team member tells you they hurt their back and that they will need three mornings a week to get treatments, only a cad would refuse. Yet, is it fair for the company to assume the burden of that back injury? Could they reschedule their treatments to evenings or Saturdays or other off times? If you think of the company as well as your team member, a compromise can often be reached where both parties get what they need and deserve.
For sales force managements success, you should stick to the numbers. Every member of your team should have a number of contacts they need to make each week, a number of presentations and a number of closes they need to achieve. If they meet or exceed these activity quotas, be generous with your praise. If they cannot meet their goal, you need to assist them until they can achieve them.
Yes, for successful sales force management, it's great if they like you but in the end, it is far more important that they respect you and that you are achieving the goals you are responsible to achieve.
by: Carl Davidson
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