I talk with sales managers nearly every day. And those conversations typically revolve around two subjects: 1. People issues – not enough of them, under performance lack of engagement and surprises 2. Their personal time struggles – not enough of it, feeling overwhelmed, too much on their plate, etc.
And they want help – they want someone to solve these issues. What is interesting is that one of the best ways for them to address all of the items listed earlier is by coaching the people on their team. By helping them succeed at higher levels, take on more responsibility, solve many of the problems that they bring to the manager. And that is why dear friend Steven Rosen’s article posted below is so important! Steven lays out the activities that will yield sales managers the greatest rewards…
Get out and Coach
Most first line sales managers manage between 6 and 12 sales reps. They are the ones responsible for bringing in the sales numbers in their district or area. Sales managers are constantly adjusting priorities depending on their urgency and work extremely hard in this new economy.
With so many competing demands on their time the tendency is to focus on the activities that are the easiest and the most time sensitive. Who can blame them!
The problem is that many of the day to day activities sales managers perform have little impact on sales performance i.e. administrative activities tend to be pushed to the top of the pile.
How can they break away from the cycle of addressing urgent but not important priorities?
How can we help sales managers focus more time and attention toward revenue generating activities?
Sales Generating Activities
The two sales management activities that generate sales are
1) attending meetings and conferences with clients and
2) coaching sales reps.
Research shows that managers who spend more time coaching generate significantly more sales.
Sales Executive Council Research shows that sales teams receiving high levels of coaching from their managers exceed objectives. Conversely, sales managers who spend fewer hours coaching their reps will continuously underperform on their objectives. The impact between the two is significant. In fact, research shows a 17% difference in sales performance.
What are you doing?
Most front lines sales managers I speak with will agree that focusing on sales coaching is important. What I can’t understand is how the same sales managers are still highly focused on non revenue generating activities.
My question to sales managers who buy into the premise that more coaching delivers better sales is “if you are not out there coaching your reps, then what are you doing?”
Sales managers, who get sucked into the vortex of sitting in their office and attending numerous meetings, tend to put off coaching time. These managers need to wake up.
o They are negatively impacting their team’s performance.
o They are short changing their reps from the benefits of your coaching time.
o They are not helping their organization grow talent nor are they maximizing their sales.
Get out of the Vortex
Don’t get sucked into the abyss of administrative paperwork get out in the field and DRIVE sales. After all, don’t you want to make a difference?
You can become the STAR sales coach your reps are looking for and you can reap the rewards of blowing away your sales numbers!
Just Stirring it Up!
He makes good sense doesn’t he? Sales managers, lets hear from you – what keeps you from coaching to the level you believe you should?
A little more about Steven:
Steven Rosen, MBA is the CEO of STAR Results, and is a widely sought after executive sales coach, advisor and speaker. Steven is the author of soon to be released ebook 52 Sales Management Tips – The Sales Managers Success Guide.
Steven is passionate about assisting sales executives and managers to FOCUS on increasing sales and achieving STAR results in their personal and professional lives.
If you’re ready to achieve STAR Results, contact Steven about his one-on-one Focused Executive Coaching Program at 905-737-4548, email: firstname.lastname@example.org or visit his STAR Results at www.staresults.com.