subject: Are You A Non-productive Sales Manager? [print this page] As a sales manager, are you feared or presumably avoided by the sphere salespeople in your charge? Do your salespeople view you as an asset or liability? Are you really an asset or a liability to them? Is it obvious that you are a company team player or rather that you appear to hunt corporate approval at all costs? How do you view your responsibilities?
As a self-take a look at, do you regularly engage in any of the subsequent?
1. Demand an itinerary from each salesperson for each week?
2. Demand detailed decision reports?
3. Demand that all field choices be approved by you?
4. Regularly travel together with your salespeople?
5. When in the field, do take charge of the sales calls or enable your salespeople to guide?
6. Query all methods and judgments of your salespeople?
7. Squelch your salespeople's creativity?
8. Place all salespeople in an exceedingly one-size-fits-all mildew of expectation?
9. Micro-manage each of your salespeople's territory?
10. Attempt to limit the income of your salespeople?
Have you assembled a team of inexperienced people to get sales or do you've got experienced, capable professionals out in the sector? Frankly, if you're applying any of the on top of referenced management techniques on a team of experienced professionals, you'll seemingly lose their respect, successful efforts and presumably their employ as they will surely feel confined and unable to exhibit the successful selling skills that they need garnered. Successful, experienced salespeople cannot thrive in such an environment.
If your team is comprised of novices, many of the above techniques might be necessary for a finite time as your field salespeople mature, acquiring relevant experience. While developing novices, never squelch their creativity, micro-manage or usurp control of their daily activities. You must instead groom them. Teach them. Inspire them.
There are no naturally-born salespeople, solely well-trained and educated sales professionals. Successful salespeople are trained, motivated and cultivated, the identical as you'd expect from any alternative professional field. The need for and fulfillment of ongoing sales skill development is directly proportional to at least one's sales success. Corporations should provide access to professional sales training colleges and materials to make sure the professional development of their salespeople. But, when it comes right all the way down to the point where the "rubber meets the road," the individual salesperson must be totally responsible for their own training and development. Most settle for this requirement as a practical expectation and a vital precedent for sales success. Skilled salespeople are prepared, educated and excited about opportunities to produce sales solutions within the field. They do not require hand-holding.
A sharp sales manager encourages an individual's responsibility for their own success and development. A great sales manager creates an setting where sales professionals will thrive and continuously develop. A nice sales manager conjures up greatness. He knows that skilled salespeople will still deliver superior sales results, even in a down economy. Superior salespeople will perpetually notice a means to get sales success in their marketplace. The outstanding sales manager that desires to catch the "eye" of company management knows that it's solely the underside-line sales and profitability figures that can be noticed. He or she must be a team player, a resource and advocate for the successful salesperson. A superior sales manager encourages the growth and comfort zone enlargement of their sales force without seeking individual credit for it. They inspire creative approaches within the field. The successful sales manager has assembled a team of impressed, motivated, fulfilled and high-income-earning salespeople. It's the results generated by this exceptional team that can denote them as a winner.
Sales managers that operate in this way will experience less stress, bigger productivity and consistently growing sales, making them a keeper within the eyes of corporate management. This translates into increased earnings and job success for each the sales manager and his team. Everybody wins.
