Being a great salesperson and a great sales manager is a completely different skill set. While you still want to focus on driving more new business, there are certain aspects you will need to avoid to encourage your team to keep driving those results as much as you.
You’ve probably heard a team complaining about their boss at one stage or another. This is usually down to communication. Learning how each member of your team prefers to communicate will help you make sure you get the right message across. Use critical listening (listening between the lines) to make sure you understand what your team are really asking for and need.
Think to the future...
Every day there are challenges and obstacles that present themselves to a sales manager. This could be anything from a client objection to an unengaged employee not willing to deliver. It’s important for you to strategically plan in advance for these scenarios. The faster you can solve the problem for your team, the faster they can produce results for you.
Walk the walk
As the manager, you ask a lot of your team and people. You expect their attitude and actions to reflect your company values as you rightly should. But in order to demand this, you must also practice what you preach. Getting your hands in the nitty, gritty workload on occasions and maintaining the professional calm you expect from them is a great way to show them how it’s done and raise the level of respect as a manager.
Everyone needs to have set goals and targets, particularly in a working environment. Daily, weekly and even monthly goals are important to make sure your team aren’t procrastinating or lowering the standard of their work.
Including them in the businesses annual goals or five year business plan is the most successful way of making your team feel invested in the company. It also gives them a chance to see where they could be with the company in the future and improve your employee retention rate.
Motivate your employees
Most managers think money is what motivates their team, but that might not be the only thing. Work/life balance is becoming more important to team effectiveness and efficiency. Also, creating an office environment your team enjoys is the quickest way to boost productivity levels. In fact, corporate giants often include areas like nap rooms and entertainment areas to encourage their employees engagement with the business.
Finally, avoid micro-managing!
If you have been in the job/industry for a long time, you will know which methods are the most effective. However, telling your team how to do every aspect of their job will deflate their confidence in their own ability. A non-confident salesperson is not a successful salesperson.
Instead, delegate work, teach them in areas they do need improvement but give them responsibility to own their new business results. The more efficient they are and the more responsible they feel for their workload will increase your teams productivity and the quality of their work.