Managers – Get Involved!

posted: Friday, March 30, 2012

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People do better in whatever professions they choose if they know what is expected of them, which is also true in the field of sales. The worst job I ever had was supposed to be the best one and I was so excited when I got it. However once I started, there was no training and no expectations laid out for me. As much as I tried to figure out the job and work through the challenges, I was miserable and quit four months after starting. Don’t let your good salespeople get away because you did not provide them the direction they needed

No matter how experienced a salesperson is when they go to work for a new company, training is always necessary. They may have 10 years of experience in the industry, but no experience at your store. They need to learn your products, your expectations and your company’s way of doing things. It is vital that you, the sales manager, take the time with your new salespeople and put them in a position where they can succeed. It is also important to understand that any new salesperson is going to encounter some rough waters in the beginning, but with the right guidance from a sales manager, those rough times will turn into closed sales.

If we go back to the example above, we see how important it is for your salespeople to know what is expected of them. A sales manager must set goals for each of their salespeople and then provide support as they work to achieve their goals. If the salesperson is reaching the goals, then sit down with them and establish new goals. If the salesperson is not reaching their goals, then it is even more important to sit down with them and talk about why. Come up with a plan for them to improve and provide constant feedback. If any salesperson does not know or understand what is expected of them, how can we expect them to succeed?

A sales manager who sits in their office with the door closed waiting for the sales to roll in are going to be there sitting there for a long time. The sales manager who is involved with their staff and wants their people to succeed will be the manager who will thrive. In the end, the success of any salesperson is up to them but a good sales manager can be a huge asset to their salespeople is they choose to be. What’s your choice?

FINAO - Brad Huisken

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