| Intro | | | | |
| | | | Sales Manager Strategy #6: Reward your |
| If you want to make sure that you're the best | | | | employees |
| sales manager you can possibly be, why not | | | | |
| check out these helpful sales manager hints | | | | When was the last time you rewarded your |
| below? By employing some of these sales | | | | top-notch sales members? Was it today? Was |
| manager tactics, you'll soon be able to | | | | it last week? Or would you have to look |
| motivate and direct your team better than | | | | through your Palm Pilot to estimate when you |
| ever before. | | | | last gave your team some "kudos"? As a sales |
| | | | manager, you should be giving your employees |
| Sales Manager Strategy #1: Learn as much as | | | | constant positive feedback in the form of |
| you can | | | | rewards. And you don't have to break the |
| | | | bank to do this, either. Offer top |
| To become the best sales manager you can, you | | | | performers the option of coming in an hour |
| really need to stay up to date on sales | | | | late or leaving an hour early; pay for a team |
| topics and trends. This means you must read | | | | luncheon of pizza and soda when your |
| books and articles on the topic of sales, | | | | department scores a huge account; or offer |
| even when you're not on the job as a sales | | | | small trinkets as tokens of your appreciation |
| manager. Keeping yourself informed should | | | | as their proud sales manager. Just make sure |
| always be in the back of your mind, so the | | | | that they realize their sales manager is |
| next time a brochure for a sales manager | | | | watching and he or she appreciates what they |
| training comes across your desk, don't put it | | | | do. |
| in the "circular file." Instead, look it | | | | |
| over. You just might benefit from attending | | | | Sales Manager Strategy #7: Try not to keep |
| this kind of sales manager seminar. | | | | sales manager secrets from your staff |
| | | | |
| Sales Manager Strategy #2: Get a sales | | | | As a sales manager, you'll probably learn |
| manager mentor | | | | some things (maybe from your sales manager) |
| | | | that your staff doesn't need to know. In |
| One of the greatest ways you can improve as a | | | | fact, your bosses may tell you specifically |
| sales manager is to learn from someone who is | | | | not to pass information down to your team. |
| already a successful sales manager. If you | | | | However, it's important as a sales manager |
| don't currently know someone who fits this | | | | that you understand when to let your |
| bill, ask around at your local Chamber of | | | | colleagues know that there's something afoot. |
| Commerce. They might be able to hook you up | | | | Again, this can be a very tricky spot to be |
| with a professional sales manager who can | | | | in… but that's why you were given the |
| assist you in becoming a terrific sales | | | | sales manager position! You're up for it; |
| manager. And who knows? You may just become | | | | just be cautious and maintain confidentiality |
| such a sought-after sales manager that | | | | where required. |
| someone asks you to mentor them! | | | | |
| | | | Sales Manager Strategy #8: Don't blame your |
| Sales Manager Strategy #3: Give your | | | | team for negative outcomes |
| employees the tools for success | | | | |
| | | | If your sales were down last month, you |
| It's tough for sales staff to perform at | | | | probably wanted to blame your lackluster |
| their highest levels if they haven't been | | | | sales staff for the low figures. However, as |
| given the tools necessary to succeed. One of | | | | a good sales manager, you have to realize |
| the best items you can offer your employees | | | | that the buck actually stops with you. This |
| as their sales manager is a sales management | | | | means that if your team didn't perform well, |
| software program. There are some terrific | | | | you have to take responsibility for any |
| ones on the market, such as Prophet, a | | | | failure on their part. Is this difficult for |
| program that works with your current MS | | | | a sales manager to accept? Absolutely. But |
| Outlook system. (You can find out more about | | | | if you stop blaming others, you'll be in a |
| Prophet at ) By enabling your colleagues to | | | | much more powerful position because you'll |
| become lucrative sellers of your products or | | | | begin to take action when you see things |
| services, you'll be doing them a huge service | | | | starting to head south. |
| as their sales manager. | | | | |
| | | | Sales Manager Strategy #9: Learn from your |
| Sales Manager Strategy #4: Provide | | | | team |
| consistent, measurable feedback | | | | |
| | | | A great sales manager is a coach who listens |
| It can be very tough to offer feedback as a | | | | to his or her players. When was the last |
| sales manager, because you'll sometimes be | | | | time you asked for one of your employees' |
| seen as the sales manager "bad guy" (or gal). | | | | advice? Chances are, if you're like most |
| However, every sales manager must be willing | | | | sales managers, you've simply made decisions |
| to sit down with his or her employees to | | | | on your own. Instead of continuing on this |
| provide ideas and suggestions. If you've | | | | dictatorial path, allow your people to help |
| been avoiding this task, it's time to start. | | | | in some of the managing of your department. |
| After you institute regular feedback | | | | Give them a voice, and you'll actually be |
| sessions, they'll become much easier for you. | | | | strengthening your position as a sales |
| Just remember to focus these sales manager | | | | manager. |
| sales staff pow-wows on measurable data and | | | | |
| leave emotions at the door for maximum | | | | Sales Manager Strategy #10: Have an open-door |
| benefit. | | | | policy |
| | | | |
| Sales Manager Strategy #5: Be a hands-on | | | | If you want to be known as the "best" sales |
| sales manager | | | | manager your employees ever had, you'll need |
| | | | to implement an "open door" sales manager |
| Don't sequester yourself in your office. | | | | policy. This means that your staff can come |
| Instead, be out and about. Show your sales | | | | to you with questions or concerns any time. |
| team that you're not just the sales manager; | | | | Formerly, a sales manager was not encouraged |
| you're also a sales person just like they. | | | | to have such open dialogue with team members, |
| If you're afraid to make cold calls, don't | | | | but times have changed. If you want to be |
| let them know it; go ahead and fight past any | | | | known as a 21st century sales manager and |
| of your personal fears. If you do this, | | | | leader, you need to start welcoming your |
| you'll be showing everyone that you're | | | | colleagues, even if you're busy. That's what |
| willing to jump in the fray, and they'll | | | | separates a so-so sales manager from a |
| respect you more as their sales manager and | | | | phenomenal sales manager. |
| leader. | | | | |