Really great salespeople often get promoted to sales management positions. Unfortunately, there tends to be a big disconnect between the skillsets required to sell effectively and manage effectively.
Many of the sales managers I’ve encountered tend to act more like check-the-box administrators. Their primary contributions seem to be scheduling useless meetings, holding down compensation, and making sure the CRM system is always up to date.
Whether the cause is lack of know-how, the way they’re being managed and trained, or the way their jobs are defined, this is not sales management.
True sales managers—those who know how to hire, train, lead, motivate, retain and improve the performance of salespeople—can make a tremendous difference to a company’s revenue and profitability.
And based on hundreds of conversations I’ve had, salespeople are absolutely desperate for this sort of strong leadership. They want to work for people who can mentor them, who care about their compensation and career development, who are available to discuss better ways of doing things, and who simply “have their back” when things go south.
I’ve been training high-tech equipment salespeople for over 10 years, but until now, I haven’t coached and trained sales managers. That’s about to change.
In the coming months, I plan to provide a wealth of information and resources on the ways effective sales managers can:
- Design the right sales organization for your company, products, and current situation
- Identify, recruit, and hire salespeople who are best-fits for what you want to accomplish
- Train and coach salespeople to not only sell, but sell your products and your prices to your prospects
- Set the right objectives and help your people achieve them consistently
- Compensate salespeople to ensure they’re satisfied and that your company is getting the results it wants—a real win-win.
- Retain high performers
- Identify and develop successors for every position in your organization
If you’re a sales executive or sales manager, I’d like you to take a minute to think about whether you’re truly as effective as you could be. If not, what information or training would help you move the needle? I look forward to hearing your ideas.