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As a Sales Manager, it’s likely that your interactions with your sales team revolve around targets, achievements and shortfalls. You also brief them about new products from the company, or new sales strategies. During your regular sales meetings, you review their performances, and most likely, let them know (quite forcefully) how important it is to achieve future targets.
Taking these cues from you, some of your team members will go out, run really fast, and actually reach where you want them to. Some others will go out in a flurry of activity, but instead of running, appear to flounder and stumble. While others will not show signs of any activity at all, hiding instead behind a never-ending list of excuses.
You depend on these sales people to achieve your targets and demonstrate results to your management, and most often, you need to make the most of the team you have. You cannot simply replace all the ineffective salespeople, and if you do decide to replace them, the risky part is that the recruitment process often does not tell you whether the next candidate is going to be effective in selling or not.
So you decide that you need to have regular training sessions for your team. This is quite often outsourced to experts, and also conducted a few times each year. However, as a manager, you may be disconcerted to find that the training leads to a few days of high motivation and feel-good, and then people slip back into old habits.
This means that you need to train your sales team yourself, after all, there is no one better than you who knows what the issues are. Also, you cannot do this for just a few days each year, rather it’s an ongoing process that practically seeps into every interaction with them. You know that by focusing on this, round the clock and round the year, you will be able to bring real change in to the team.
Once you do decide to take this task up yourself, it can be difficult to know exactly how to go about it. You have always focused on customers, deals and growth in sales, so you don’t think you are the expert in defining training needs or programs.
We believe that this is not an impossible task and there are just four things that you need to help team members to understand and master, and these can make a substantial difference to their performance. Not knowing these is usually what prevents a sales person from being effective, so let’s get on with tackling these aspects.
Once you break it into these four items, training your sales team suddenly seems easy and achievable. Focus on these, and help your team to fly high!
August 23, 2019