Will your sales manager(s) grow their salespeople this summer? How many of your salespeople will suffer through the dog days of summer hoping to hang on until the cooler weather in the fall brings good customers back? Do your sales have to slump this summer? Check out these two articles, the webinar and, if you want, the sales manager intensive.
Yesterday, I updated my Owner Ollie article. Understand that "Owner Ollie" isn't my choice of terminology, nor is his description. I've worked with millennial founders, 30 somethings as well as business owners that were older than me and needed to be updated. My clients have been male, female, college educated and experienced tradespeople. Every one of them, professionals, consultants, distributors, agencies, value added resellers was really good at something, but the reason that we worked together wasn't what they were good at. It was always something else or a combination of something elses that they may not have known was an issue and didn't know there was a solution. In no particular order, here they are.
How do you grow your people? Do you sit them in a classroom and present on the topic of the day? Do you ask them for numbers and ask for more activity? Do you have weekly pipeline sessions where you talk about every opportunity in their pipeline? Do you debrief more often than weekly and how deep do you go?
I typically ask prospective clients what they are trying to accomplish. I get all kinds of answers. Vague references ranging from an altruistic goal to world domination, paying off debt, providing for their family. Some show me their business plan that shows strong growth and scalability. How do we know if it's THE goal? How do we know if it's worth working for? How do we know when, how to start?
If you've been following along, you'll know that this is the 10th step in my coaching process. You can catch up here.
If you haven't read my first three articles on the first 6 steps in my coaching process, you can catch up here.
So, at this point, we've covered 5 of the 10 things that I do that sales managers should do if they want a team full of sales rock stars. A quick recap....
So, once you help them establish their goal and plan and you understand that it's all about them, you both need to get on the same page regarding what needs to be changed and done and how it will happen. If you haven't read Part 1 yet, you may want to do that first.
I'm not gonna do a lot of set up here. This list is for sales managers whose job it is to get salespeople to sell more today than they did yesterday. It's not for founders, CEOs or sales VPs when they're thinking strategically about scaling growth, but it could be for those same leaders when they are managing salespeople because they don't have a sales manager. Whether you have one salesperson or ten salespeople, these ten things will help you grow them individually and consequently grow your team sales bigger than you ever imagined.
