The sales team is one of the most difficult teams to manage in any organization. There are way too many moving parts, it is subject to elements that are largely beyond your control and there are high levels of human behaviors and emotions that can create different levels of unpredictability. Not to mention the fact that more often than not, unless you are managing an inside sales force, your team rarely performs in your presence. How can anyone become a good, let alone a great sales manager under these conditions? Sometimes the title of ‘Sales Manager’ becomes the cruel fate to a once top-performing salesperson who was promoted based on their results and not their management abilities. The one time darling of the company who became a manager now finds herself struggling in a field that she had once mastered.
One of the first mistakes a sales manager (or any manager for that matter) will make is thinking that they must manage the people. This is interesting because most people do not like to manage others and almost no one likes to be managed. So why do we do this? Is management a necessary evil, a misunderstood function, or both? Either way, we become frustrated when trying to manage a sales team and the results we desire seem to escape us month after month.
This program is designed to give you simple and practical solutions to the common problems that owners and sales managers face such as underperforming salespeople, difficult personalities, and non-compliant team members. Learn how to avoid or correct a variety of mistakes that are often made by managers and owners when trying to lead their sales team. The biggest areas that we will learn about are:
● The 5 key performance indicators that every sales manager must use to make the team successful
● The 5 techniques for becoming a great sales manager.
● Tips and hints for working with salespeople who are especially challenging
