The Primary Objective of any Sales Manager is to achieve and consistently exceed sales forecasts. To accomplish this, you need to know the Micro Selling Skills level of every salesperson in your team and how Coaching a Winning Sales Team works to improve these skills.
Sales Managers seem to have become reliant on software that measures activity, performance, and the conversion ratios of each of their salespeople. While these tools are essential in helping Sales Managers manage their people and record the outcome, they do not record or measure the play-by-play actions that win or lose business.
The software cannot identify the twists and turns of every sales process; it just measures outcomes. So, if you want to win more business than ever, spend time watching the game rather than measuring the game stats and final score via your CRM systems.
Fine-tuning a salesperson’s selling skills, storytelling, oral communication skills, telephone skills, listening skills, written communications skills, and prospecting skills, to mention but a few, can only be achieved when the Sales Manager spends 80% of their working hours in the company of the people who report to them.
A good sales manager will have an action plan for coaching a winning sales team, as well as the following:
- Please get to know the Microselling Skills, strengths, and weaknesses of each person on their sales team.
- Have a strong opinion about what training is needed for each salesperson in their team.
- Implement a Micro Selling Skills Performance Coaching and Development Plan for each team member.
- Know how to help each salesperson win more business.
- Know the ambitions and goals of each team member.
- Have a coaching plan that helps team members realise their ambitions and goals.
Sales Managers cannot be present when every sales opportunity is identified, qualified, demonstrated, or closed, and so they cannot observe the sales process during each of these phases, which either wins the business or causes it to be lost.
By spending 80% of their time with their salespeople in face-to-face calls, phone calls to suspects/prospects/customers, and any other sales engagement process, you will understand why conversion ratios differ from salesperson to salesperson.
Performance Coaching identifies the macro skills of each salesperson in your team and which skills need to be polished.
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