Sales Managers Aren’t Spending Enough Time Holding Salespeople Accountable

Sales Managers Aren’t Spending Enough Time Holding Salespeople Accountable

Last time I talked about the area of accountability and what causes sales managers to be ineffective in holding salespeople accountable.  In case you missed the list of traits that competent sales managers possess I list it here.

Doesn’t accept mediocrity
No need for approval from salespeople
Takes responsibility
Manages behavior
Asks questions
Manages the pipeline
Personal beliefs support accountability

As I mentioned last time, frequently we see sales managers who have a hard time holding salespeople accountable because they have an oversized need for approval themselves.

While that is a common trait that is lacking and can be time-consuming to improve, we also see a significant number of […]

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Sales Managers’ Need for Approval Gets in Their Way of Holding Salespeople Accountable

Sales Managers’ Need for Approval Gets in Their Way of Holding Salespeople Accountable

I talk a lot about coaching, motivating and holding salespeople accountable as the primary functions of an effective sales manager.  I took an in depth look at coaching ineffectiveness a couple of articles ago.  I’d like to look at holding salespeople accountable today.   The primary characteristics that we evaluate when determining whether or not a sales manager is competent in this area are:

Doesn’t accept mediocrity
No need for approval from salespeople
Takes responsibility
Manages behavior
Asks questions
Manages the pipeline
Personal beliefs support accountability

This isn’t a very exhaustive list frankly, but surprisingly very few sales managers possess a competency in the area of holding their salespeople accountable.  […]

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Motivation Alone Will NOT Predict Sales Success

Motivation Alone Will NOT Predict Sales Success

In my last article, I wrote about the fact that it is the manager’s job to help motivate their employees.  But, I do not want any misunderstanding.  Just because a person is motivated, or even highly motivated, does not indicate that they will actually be a successful salesperson.  For instance, I know of company owners who believe that if they just hire athletes, whom they deem to be highly motivated (and competitive) they will magically have success.  Oh, if it were just that easy.  Unfortunately, there are so many factors that go into predicting success with a salesperson that motivation […]

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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 […]

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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 […]

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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 […]

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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 […]

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I Would Choose Nick Saban as My Sales Manager Everytime

I Would Choose Nick Saban as My Sales Manager Everytime

So I am shocked that I haven’t read any articles about Nick Saban and his process as the Head Football Coach at the University of Alabama.  He was featured on the CBS program 60 Minutes Nov 3 and I refrained from writing about it because I was certain so many others would.  But they haven’t so I can’t help myself.

Coach Saban is known for his discipline, his fierce attention to detail and his focus on getting all the activity and behavior goals right.  It is commonly known as “The Process”.  He does not focus on the outcome, nor does he […]

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Ineffective Sales Management: What To Do About It, Part Two

Ineffective Sales Management: What To Do About It, Part Two

In Ineffective Sales Management Part One we talked about the fact that a sales manager could be so much more effective growing their salespeople if they would just spend a significant amount of time actually engaged with their salespeople coaching, motivating and holding them accountable to appropriate behaviors.

Easier said than done. Also, I have found that sales managers probably don’t know exactly where they spend their time so they may think they are spending enough time, but in reality are not.

So here is a suggestion for CEO’s and business owners out there: 

First, sit down with your sales managers and communicate where […]

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Ineffective Sales Management: What to Do About It, Part One

At the risk of alienating some of my regular readers who are sales managers, we are going to talk about ineffective sales management today.

 

I recently heard another sales consultant speak and he made a great point about sales management.  He said,

“A sales manager’s job is not to grow sales.  A sales manager’s job is to grow salespeople in quality and quantity.”

I could not agree more.

 

Unfortunately, there are many CEO’s and business owners who ask the sales manager to both sell and manage.  It doesn’t work well.  You get a half-time presence in both roles.  And there are frankly additional reasons […]

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