Sales Management Training (page 2)
Accountability and Compassion:
Let’s say you know the number you need to hit monthly, quarterly, and annually. Your boss has made performance requirements crystal clear to you. How will you translate this directive into something that will motivate your sales force? You’ve reviewed demographics, trends and opportunities. The marketing department has a couple of new promotions. Other than that, you’re on your own to decide who’s hot and who’s not, and how to build a road-map to success. Since the definition of insanity is doing the same things and expecting different results, what will you change to ensure your success? What do you do when challenging circumstances create a victim mentality within your team? How do you measure success? How often? How do you celebrate? How often? Do you have games and contests? Are they open to and required for all salespeople? Are they fun or robotic repetition? Does the team participate in thinking of new ways to celebrate? Do some of your team members lack confidence? How will you help them?
Alignment:
Are the goals of the department aligned with the company? Are the goals of the department aligned with the goals of the employees? The leader is supposed to know the answers and address any GAPs. That requires the leader to know what’s important to the employees? How many sales people can one manager handle effectively?