Everything is going great. Sales are up, your salespeople are closing at a high rate. and your repeat customer base is at an all-time high. This is exactly what you strive for as a sales manager. You’ve done a great job, your staff is well trained, your customers trust you and others seek your advice. Congratulations, you have made it!

Now comes the tough part: staying there. As they say in sports, it’s easier to climb the mountain then it is to stay there. So, the question becomes how do you stay at the top? There’s no magical answer, although it’s a simple answer. Just keep doing the things that got you to the top.

Staff: No matter how great your salespeople are, they can always be better. It’s vital that a sales manager remain proactive in training their salespeople and making sure they are doing everything necessary to stay at the top. Here are just a few things you can do as a sales manager to help them stay there:

• Provide constant feedback: Keep the lines of communication open with all your salespeople. Even when times are good, everyone can get better. In addition to providing feedback to get better, offer kudos when appropriate. The best way to maintain a high level of performance is to recognize good work and the compliment it.

• Practice: It may sound crazy to have successful salespeople practice their sales techniques, but why not? The best quarterbacks still practice every week. Push your sales staff to do things to continue to improve, the great ones always want to be challenged.

• Set and Reset goals: If your salespeople are reaching their goals easily, then reset them. Again, make sure you are continually challenging your staff.

Customers: Don’t take them for granted. Just because you have established a big repeat customer base, doesn’t mean they will stay with you just because. You must keep earning their trust and their business. Make sure you are doing all the little things you did to make them repeat customers. Write thank you notes, follow through on promises, and treat them like guests.

You have done a great job in getting to the top but now are you willing to work even harder to stay there? Your staff is looking to you for direction and motivation, make sure you are there for them and your customers.

FINAO - Brad Huisken