Sales Managers don’t manage people but manage sales energy. Both yours and your team’s energy. Being aware of how and when you have conversations is important. Tough conversations are approached best at the end of the day so your sales rep can process what was said and prevent a reduction from their sales energy.
Does your team have a prospect list? So many sales organizations we visit with don’t have a prospect list. They hope their team can find them. NO!!! Your team shouldn’t spend wasted energy on researching. They need to spend time talking to prospects and working for meetings. Your role as a sales manager is to identify your target customers and make sure their easily accessible to your sales team.
Here at CallProof when we onboard clients we add a list of personalized, pre-loaded prospects. Our system is the quickest way to get your reps knocking on doors. Check out “What Can A CRM Do For Your Field Sales Team”.
Along with developing a sales plan at the company scope, each rep should create an sales plan for themselves. It should place the income goal as the core of the plan and include all that steps needed to reach that goal. How many calls are needed to get to a number of meetings to get to a number of closes to meet their monthly income goal? When the goal is driven from the rep vs. the manager, your buy-in from your team will be better.
In sum, 3 things you can do as a sales manager is manage the team’s energy, provide a prospect list and help create individual sales plans.
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Check out our blog post, “The 4 Biggest Mistakes A Sales Manager Can Make.” Or follow our YouTube channel for videos on Sales Motivation and Leadership!
