A sales manager, plays a crucial role in driving your team towards success. But, sales management is complex. It requires a strategic and clear framework. Over the past decade, I’ve refined a Sales Management 90-Day Program. It has always delivered results.
I share with you five of the key components of my framework. Each will help. When they combine, they have proven to elevate sales performance.
1. A Clear Goal: Each 1:1 session with a salesperson should have a clear objective. Instead of overwhelming them with many action items, focus on one strong takeaway. They can act on it right away. This approach ensures a focused and impactful session. It maximizes the salesperson’s growth potential.
2. Follow-Up for Accountability: Great follow-up is essential for accountability. After the 1:1 session, it’s crucial to follow up with the salesperson. This is to ensure they are using the strategies discussed. This shows your commitment to their success. It also gives a chance for more guidance or support if needed.
3. Build Trust. Building trust is paramount in the sales management process. Avoid creating a culture of fear or uncertainty by avoiding “gotcha” moments. Instead, create a safe zone. Here, salespeople can share their challenges and seek guidance without fear of judgment. Consistent trust-building efforts foster open communication and collaboration within the team.
4. Coach, Don’t Fix: Resist the temptation to solve problems for your salespeople. Instead, have a coaching mindset. It empowers them to find their own solutions. The 70% listening and 30% talking approach lets you fully understand their view. It also helps you guide them to find their own answers. This approach promotes ownership and accountability among the sales team.
5. Ask effective coaching questions. Use them to guide talks with your sales team. Encourage reflection and self-awareness by asking questions such as:
– What are you doing well?
– What could you do better?
– What should you do different?
These questions prompt salespeople to check their performance. They also self-identify areas to improve. By fostering a culture of continuous learning and self-reflection. You empower your team to reach new heights.
Good sales management is hard. Most sales managers are ill prepared for the role. Success as a seller does not equal success as a manager. The function of the role is different. A sales manager needs a mindset that empowers their team.
Sales management requires a structured framework, and a lot of coaching. A sales manager must focus on clear goals. They must also focus on accountability, trust-building, coaching, and effective communication.
By using the strategies in this framework, you can boost your sales team’s performance. It will also drive lasting growth.
P.S. If you more information on my 90-Day Sales Management program, send me an email with 90-Day Sales Management in the subject line. I will send the program outline to you. Email me here. If you have not provided any training or coaching for your sales manager, this program is for you. Connect here.
