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The Number One Job
The number one job of the sales manager is to build sales, right? Wrong. The first, last and always job of the sales manager is to build a productive sales force.
Strong Teamwork
Specifically that means developing and leading a team equipped with:
- Outstanding selling skills and market knowledge
- Strong motivation to achieve and grow
- Fine-tuned sensitivity to prospects as human beings
- Flexibility
- Creativity
- Self-confidence and self-discipline
Coaching
Coaching is not an easy job, but it is indispensable. Salespeople are on the inside looking out; from their position they cannot have a fully objective, correctly focused perspective on their own performance. It is up to the sales manager to provide them with this vision through coaching.
- First, the creation of an individualized professional development plan for every sales person on the team.
- Second, frequent, open and honest communication between manager and salesperson.
- Third, high quality, specifics-oriented feedback based on solutions.
- Fourth, reinforcement of the value and importance of the work, and understanding support for the people doing it.
The rewards for the people development that allows a sales manager to sell through remote control are a sales force with higher numbers and better earnings, a sales force with increased motivation and stronger commitment, and a sales force that works smarter as well as harder.
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