Managing Sales Force
10 Commandments for Sales Managers
1. Maintain and consistently communicate a clear and inspiring vision
that is greater than money.
Money is a hygiene factor,
monetary consequence-of-failure doesn't work for all sales people.
Focus also on company values, e.g. exceeding the client's expectations,
building a world class team, etc.
Communicate current corporate
and team strategies, challenges. Eliminate
Sales consultants also look for meaning - thus important to show them the meaning in what they sell.
2. Support, support, support. If a sales person needs something, get it for them. They're paying your salary after all. Next to the client the sales force represents the most important people - let everybody know and insist that everybody behaves accordingly. Eliminate bottlenecks and solve problems quickly while keeping the sales force appropriately informed.
Offer how-to guidelines, but don't prescribe (if it ain't broke don't fix
3. Offer how-to guidelines, but don't prescribe (if it ain't broke don't fix it)
Glorify and reward both production and behaviour.
Consistently, openly, enthusiastically, in both monetary and no-monetary
terms. Validate their sense of
self, their sense of being on track.
5. Maintain non-negotiable standards (apply consequence of failure here)
service delivery & sales skills
minimum standard of productivity & activity
appearance and professionalism
integrigy and honesty
documentation and record keeping
6. Keep them 100% informed (give them ammunition)
overcoming current "hot issues"
value adding issues, e.g. estate planning for life insurance salespeople
legislative and regulatory requirements
7. Openly discuss problem / interesting cases / objections. Require that, during the weekly meeting, each person relates one of the above. This is then discussed and commented on by "the table"
8. Encourage co-operation amongst colleagues, competition against own performance
Maintain as stable an environment as possible, while consistently
evaluating if you have the
right sales people, product, clients.
10. Hands-on management:
joint sales calls
phone calls / daily contact with the sales force
weekly individual meetings