Many salespeople these days say they’d like to have more interaction with their sales managers. Specifically, according to the 2017 Voice of the Sales Rep study, they’d like to have more sales coaching. But is the limited amount of coaching we’re giving them doing any good?
Tag: goal setting
The way you work with your team members, coaching versus managing, will mean the difference between success and failure in the long term. To learn about the differences between coaching and managing, check out the work published by Jack Zenger and Joseph Folkman.
To make a splash in the marketplace, businesses will often establish a compensation system that rewards salespeople to take huge risks in exchange for the chance to earn huge sums. Research published in Kellogg Insight also associates these kinds of compensation models with the recent near collapse of our financial systems.
If you’re spending your lunch break whining to your co-workers about how things would be different if you were in charge of the company, don’t expect anything to change. More often than not, the changes you want will come about only if you initiate them.
Promoting your best worker into a management role doesn’t mean he’ll automatically make a great team leader. If your company doesn’t provide the right type of support to this new manager, you’re risking a huge failure.
If your new sales assistant seems intimidated by the bully in the budget office, she might be in the habit of relying on you to get the monthly sales numbers. To prevent this situation from getting out of hand, follow the advice of Marlene Chism and train your team members to solve more of their own problems.
When it comes to employee training, you must concern yourself not only with what is taught, but also with how it will be learned by your employees. After all, the best training in the world will be wasted if your employees cannot retain and apply it.
As Rob Carucci points out in his recent Forbes column, executives who steal from the company or harass subordinates are fodder for news talk shows and late-night comedy mockery. Those kinds of blunders can bring a company down, but other kinds of leader errors cause problems, too.
As a manager, you’ve probably noticed that some new reps excel at following up on leads and closing deals, while others don’t. The problem for some lower-performing reps is tied to a lack of mental toughness, in Gregg Swanson’s opinion.