Effective Sales Management and your ability as a salesperson, people manager, skilled negotiator, mentor, or 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, builds a dynamic sales team, and has a reputation for being an Effective Sales Manager.
Effective Sales Management Begins With –
While conversion ratios are essential and must be measured, the only way to improve them is to understand WHY a sale is won, lost, or placed on hold.
Only by observing each salesperson’s individual Microselling Skills that need to be improved and developing a coaching program to improve those skills will conversion ratios increase.
The problem is that each member of your sales team has different Microselling Skills that need to be improved, so you will need a sales development training program tailored to each person’s specific sales development requirements.
It is imperative to discover what motivates each individual and their goals and ambitions. If they don’t have goals, you need to understand why and help them develop goals.
Change the way you think and become more of a coach who looks at how to improve Microselling Skills instead of reporting performance stats. Coaching A Winning Sales Team focuses on improving Microselling 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.
