When sales managers have opportunities to develop their sales team, it’s something they should throw their whole time and attention at, as they seldom have the chance to get out of the fire-fighting mode and spend time working on.
So, what are some ways to ensure success in this important part of the sales manager role?
This gives a clear picture of what has to change to get them closer to their ideal skill
5) Work on the skill-sets that will help the team improve their abilities
Coaching skills is easier than coaching behaviours.
Look at what the individuals have to do to improve and analyse how each person’s learning styles can be adapted to, to achieve a skill improvement
6) Look at how you can use your experience to mentor specific skills with individuals
If you’ve been in sales before, you may be able to share your experience with team members in respects to what worked for you.
As long as your conversations still work in today’s sales environment (assuming that your sales experience wasn’t based on selling wood to Noah!) your ideas should prove beneficial to individuals who need their skills enhancing
7) Analyse how your coaching and mentoring is affecting your team members
You need to measure results and see what impact your coaching is having on the team.
Don’t assume that just talking to them at sales meetings is going to have a beneficial effect.
Too often, sales managers think that just passing on information or experience is enough to inspire their team.
Think of coaching as a journey that you’re taking your team on.
Plan it into your weekly or monthly calendar, showing your team how important you see personal and professional development.
If you do so, your team will see you take improvements seriously and will work with you to develop their skills and behaviours accordingly.