Today, we´re going to talk about the three core elements of a high-performing sales management system. This is something that I get called in to do for businesses a lot and it is a really big step to get this right.
Here is the standard scenario I’ve seen in my 17 years of training and coaching sales teams, when you find businesses that have a sales team it is pretty common to see horrible culture among their members.
For instance, some businesses can have a sales manager in place who is thought to be particularly skilled, highly empathetic, and with great emotional intelligence to be able to manage a sales team when the truth is, that’s not the case. The mismatch between the job profile and the personality of a sales manager is a big issue that can be traced way back to the hiring process, and it has great consequences.
What you often find is high turnover; people coming and going. Maybe there are one or two top performers on the team and one or two mediocre ones. Sales managers can deal with this situation in a couple of different ways, but most of the time they don’t handle it correctly.
Actually, it is quite common for the sales manager to be the reason why people leave; it has rightfully been said “people don’t leave businesses they leave bosses. Fortunately, this can be avoided.
In this episode, I am going to give you tools to deal with these issues so that your sales management encourages people to stick around and deliver their best results.
We are going to go through the different stages of the process, from selecting your team and inducting them into a new work environment to establishing good training, managing them, and motivating them on a regular basis.
Once they are in, we can talk about the Three Core Elements of High Performing Sales Management: goal setting, praise, and reprimand.
There are specific things we have to look at in each one of these elements to get them to work together. They will allow you to create a healthy environment as a foundation for building a great sales team culture in which you and your team can work together in a profitable, respectful, and long-lasting relationship.
I have touched on this in previous podcasts, but I hadn’t gone into it in quite as much depth as what I’m going to today.
Listen to this episode to know how these Three Core Elements can fix the management issues of your sales team, it does take a few things to get it right, but the rewards are totally worth it.
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