Written by Sean McPheat |
How come so many sales managers who are highly intelligent and experienced are still unable to motivate their teams to achieve great results?
What happens to great salespeople so that when they become sales managers they fall by the wayside?
Much of the success of sales management comes down to daily routines that build great teams and support successful individuals.
Here are just a few of the things great sales managers do daily to achieve great results:
They learn from every experience so mistakes don’t continually keep happening
A great sales manager will daily reflect on what went wrong with a certain issue and see what they could do to make it better.
They learn from the errors or mistakes so the symptom or cause aren’t repeated.
They practice Kaizen in all their dealings
The Japanese word Kaizen has many interpretations and I like the one that hints at creating a culture where employees throughout the organisation are actively engaged with improving productivity.
This means that everyone is encouraged to look at continuous improvement.
If you as the sales manager practice small improvements in everyday actions, you build a reputation for yourself where the ‘that’ll do’ attitude is left behind
They have some form of contact with their team
Great sales managers recognise their teams need support, coaching and facilitation often.
If your team members are seen every day, it’s quite straightforward to ask how you can help them that day.
If your team are remotely-based or out on the road, a catch-up on the phone, through a WhatsApp group or even Messenger can often nip a potential issue in the bud or help build motivation.
It doesn’t have to be long; a two-minute chat to check-in doesn’t take too much effort but can mean the world to someone who has to get themselves driven to achieve results.
They check numbers and are on top of data at all times
Being aware of what the numbers are showing you daily puts you in charge of the plane’s autopilot, as it were.
You get to see trends quickly and can identify if someone needs help in any way.
One day’s poor results doesn’t mean a bad month, but by keeping on top of information, you build awareness of what’s going on and can support someone before it becomes an issue.
Improve your own skillsets by learning new ideas
Remember you are responsible for the team performing at a high level, so you must keep up-to-date with new ideas, techniques and Sales Tips regularly. Look to attend some formal Sales Management Training whether it be face to face or online sales training.
Buy some time out of your busy day to research information, keep abreast of new initiatives and share them with team members
They inspire their team to achieve goals
Yes, this should happen daily.
It’s not enough to let your people do their stuff for a long time without getting quality feedback from you as to how they’re doing and what they could do better.
Short, sharp, quick inspirational feedback and pep-talks can work wonders to build morale.
Even if it’s a simple ‘well done on that email from ABC’, look for opportunities to pass on good words of encouragement every day to individuals.
By working on these short, daily techniques, you help team members look forward to what’s to come and support them in achieving results, especially when there are tough times being faced by all.
Originally published: 16 November, 2017