Effective Sales Management and your ability as a salesperson, people manager, skilled negotiator, mentor, or just all-around good guy, counts for nothing when you assume the title “Sales Manager”. Your performance will be judged by only one thing, your ability to achieve the sales forecast.
You can manage your team from the comfort of your office chair or if you are a gifted salesperson, inject yourself into every closing opportunity your salespeople unearth.
Alternatively, you can become a Manager who develops people and builds a dynamic sales team and a reputation as an Effective Sales Manager.
Effective Sales Management Begins With –
While conversion ratios are important and need to be measured the only way to improve them is to understand WHY, a sale is either won, lost, or placed on hold.
Only by observing each salesperson’s individual Micro Selling Skills that need to be improved and developing a coaching program to improve those skills will increase conversion ratios.
The problem is each member of your sales team has different Micro Selling Skills that need to be improved so you are going to need a sales development training program tailored for each person in your team specific to their sales development requirements.
Finding out what motivates each individual, their goals, and ambitions is imperative. If they don’t have goals then you need to understand why and help them develop goals.
Change the way you think, and become more of a coach looking at how to improve Micro Selling Skills instead of reporting performance stats. Coaching A Winning Sales Team focuses on improving the Micro Selling Skills, confirming an individual’s strengths, and weaknesses (development opportunities), and making small adjustments to their techniques to encourage and support higher levels of achievement.
