Sales Management Principles Continued!

posted: Friday, January 15, 2010

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Today we wrap up our look at the principles of sales management by examining the last four of the sixteen principles. As we conclude, it is important to remember that none of these principles are anymore important than the other ones. In fact, in order to be the most effective, each of these principles must work in concert with the rest.

Sales Management Principle thirteen is to give your people quality time. As a sales manager, you have so many tasks and things on your plate, that it may be easy to forget your primary job. Your number one asset is the people who are on your team, and your number one priority is to provide them with the guidance and support that they need in order to be the best salespeople they can possibly be. I suggest that you spend at least fifteen minutes per week of one-on-one time with each of your people.

Principle Fourteen is Business is Business. It is vital that you provide professional support to your sales team. It is equally as vital that you maintain a professional relationship with your staff. They work for you and are not your friends. It is difficult to be friends with someone on your staff while at the same time being their supervisor at work. It can be done, but I do not recommend it. If it is occurring, then make sure that the business relationship is separate from the personal one.

Principle Fifteen is to let your people know what is expected of them. Nothing is more frustrating to an employee than not knowing what is expected of them. As a sales manager, it is your job to set expectations for your salespeople and then make sure they are being met. The expectations should be clear and consistent from day to day and person to person. If your staff fully understands the goals, and the sales and customer service standards that you expect of them, then the likelihood of those goals and standards being met, or even exceeded, goes up dramatically. Make your expectations clear and then expect them to be achieved.

The last principle is probably the simplest one, but also maybe the most important. Make sure your salespeople are having fun. We all are better at whatever we do if we are having fun. Selling is no different. As a sales manager, you can come up with goals, games, contests, and incentives in order to make it more fun for your salespeople to come into work. In short, MAKE IT FUN!

Just remember that each of the sixteen principles we have examined are all important. None of them work as well without the other fifteen. For more information on Sales Management, see our PSMC Professional Sales Management Course listed under the products heading.

FINAO - Failure is Not An Option

Brad Huisken

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