If I were to raise you what the most necessary factor a sales manager can do to drive business
, what would your answer be? Rent the proper reps to begin with? Properly train them? Keep them motivated? Help them close deals? I am certain you thought of those and several others, however I marvel if you considered the one activity I am going to share with you today.
That activity is to watch and guarantee adherence to best follow selling techniques. You see, in an exceedingly nutshell a sales manager's job is to give his/her team the foremost effective core selling skills or best practice techniques, and then monitor to create sure their team is using them on each and each call.
It's sort of a skilled sports coach. What do they do? They style the most effective plays and then coach each athlete to use the most effective techniques and ability sets on each play. That's why they study and break down game film therefore much.
It's the same with recording calls. As sales managers your most significant job is listening to (monitoring) your sales reps during the sales method to form positive they're using the foremost effective skills. The bottom line is that if they don't seem to be creating their numbers, it's almost perpetually as a result of they're delivering poor displays to unqualified leads. And that is a direct result of not using best apply core selling skills.
So...the most important mistake sales managers create is monitoring and measuring the results (the revenue numbers) rather than the sales process itself (the actual skills used to drive those results).
If you wish to boost the sales performance of your sales team, then you wish to remain focused on and monitor what's driving those results - what your reps are saying and doing throughout their qualifying and closing presentations.
And here's how you are doing that:
Begin scoring adherence to your scripts (or outlines or displays, etc.). Break down every script into sections and assign a variety worth to them that add up to 100. Then listen to the recordings of your reps and score their adherence to following the script. Anything underneath a ninety% adherence and you are got work to do.
Bottom line - by staying targeted on the foremost vital half of the sale - adherence to best practices - you will avoid the biggest mistake most sales managers build, and in turn you will become one in every of the few managers whose team truly build their revenue numbers.