Motivation…Also a Sales Manager’s Job

Motivation…Also a Sales Manager’s Job

Over the years I have heard from numerous CEOs and sales managers alike that believe that they should not have to help motivate their people to do their jobs.  They believe that if they just hired “highly motivated” people they can just let them go.  Well I say “Good luck with that.”  It is an unrealistic expectation.  Even the most motivated individuals, need some help along the way in the motivation department.

Yes – hire motivated individuals but don’t rely solely on their self-motivation to be able to carry them through difficulties and adversity.  Sales managers must get to know their […]

Improve Sales Results. Spend More Time Coaching, Motivating and Holding Salespeople Accountable

Improve Sales Results. Spend More Time Coaching, Motivating and Holding Salespeople Accountable

As you think about planning for the upcoming year, it’s likely that your thoughts turn to sales growth.  Frequently, I hear from CEOs and business owners who are concerned that their sales team will again not produce the sales growth results they would like.  But, frequently they aren’t willing to do anything different.  Isn’t that the definition of insanity?

I say, if you aren’t sure about your sales team, look to the sales manager(s) first.  Are they coaching, motivating and holding the sales team accountable to well-defined activities every single week?  Are they spending 80% of their time on these people […]

The Common Traits Between Superstar Sales Managers and Superstar Salespeople….Not Many

The Common Traits Between Superstar Sales Managers and Superstar Salespeople….Not Many

In my last article I discussed the fact that most sales managers (82% to be exact) are not effective coaching their salespeople.  Yikes!  That is a big percentage of folks that aren’t good at doing what they need to be doing most of the time.  So why is that?  I think it is because they don’t actually know what they are supposed to be doing.  Let’s face it, the vast majority of sales managers never went to sales manager training school.  They were more than likely a good salesperson who got promoted to that role while their boss crossed his […]

Sales Managers Need to Spend 50% of Their Time Coaching Salespeople

Sales Managers Need to Spend 50% of Their Time Coaching Salespeople

The role of the sales leader or sales manager has changed. Fully 50% of their role should be coaching now.  Unfortunately according to data from Objective Management Group, 82% of sales managers are not effective sales coaches. Recently we did a full-scale analysis of a sales team that included several sales managers. They are representative of many of the sales teams we analyze. None of them were fully competent as a sales coach and the common problems we found with these managers were:

Not effective handling joint sales calls
Rescuing the salesperson when on joint sales calls
Does not have nor follow a selling […]