| The 5 Biggest Sales Management Coaching BlundersSteven Rosen | | Do you want to increase sales performance?
Transforming your sales managers from good coaches to great ones can dramatically impact sales. In fact, sales coaching is the No. 1 management activity that drives sales performance. The only problem is that managers have not been taught how to effectively coach. Coaching is a skill that takes time to perfect and unless they’re effectively coached or trained, managers make all types of mistakes.
As the head of sales or as a frontline sales manager you can greatly enhance the performance of your sales team if you can develop great coaches.
Coaching...Read More >> |
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| How to Lead the Pack in 2010Steven Rosen | | The past year was very challenging for many sales managers, but now it’s 2010 and we need to look ahead. Have you increased your sales targets? How will you ensure that your team delivers the goods?
From a personal perspective in leading sales forces and working with sales leaders, I’ve seen that too many sales organizations operate well below their potential. The regions that do the best are ones that are led by STAR frontline sales managers. Studies show that:
• The No. 1 performance factor for salespeople is the quality of their manager. A... Read More >> |
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| Three Key Steps to Hiring Top Performing SalespeopleSteven Rosen | | In a discussion with the head of sales of a mid-sized pharmaceutical company, he wanted to know why some front-line sales managers are much better than others at hiring top performers.
Before answering, I asked if he had a systematic hiring process. The reason I asked that is when there is no process in place the ability to select top-performing reps is dependent on the skills of the sales manager. Anytime you create a systematic process you tend be better at predicting success.
Well, he thought about the question and then responded: “You’re right. How can we create a... Read More >> |
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| 5 Ways to Gauge Your Sales Managers’ CoachingSteven Rosen Recently I had lunch with a VP of sales who was frustrated because the members of his sales management team were focused so exclusively on results that they neglected the care and feeding of their salespeople.
This executive sees the role of the sales manager as developing his or her people to the best of their potential. I agree with his a longer-term view that by developing your people, you get improved performance and better retention and you essentially develop a pool of succession candidates.
So how exactly do you know if your managers are effective coaches?
1. Asking vs. Telling
You can tell much about a manager’s coaching ability by observing the interactions with his or her salespeople. If a majority of the interaction includes the words “do this” or “why are you not doing that,” your manager is in “tell mode.” This highly directive and subservient communication makes salespeople feel like robots and produces mediocre performers. Frankly, it strains their relationship with their manager.
Coaching is about asking thoughtful questions. It is based on the belief that individuals have the answers to their own sales challenges. The manager’s role is to help individuals develop their ability to self-direct and solve their own problems. A coach would spend a majority of the time asking “how do you think you can best accomplish this goal?” or “how would you like to address this opportunity?”
Spend 15 minutes in one of your manager’s sales meeting and you’ll quickly determine if the manager operates in “coach” or “tell” mode.
2. Time Spent in the Field
Like many of us, managers tend to spend their time on the activities they are the best at and most enjoy. A manager who focuses extensively on administrative tasks like submitting reports on time probably is less comfortable coaching. The manager who finds creative ways to get into the field and spend more time with sales reps probably sees the value of this time. Remember that administration doesn’t generate revenue or help develop your salespeople and that time spent in the field improves your reps’ ability to be the best they can be.
Do you track the number of days each manager spends in the field? The best coach likely is the one who does so most often.
3. Accountability
Coaching is about accelerating a sales rep’s growth and ability to achieve personal goals and reach full potential. It’s a four-step process that: (1) identifies opportunities for improvement, (2) gains commitment, (3) develops a plan and (4)... Read More >> |
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