If you have a choice between working with your salespeople or with your sales manager/supervisor, choose the sales manager. You will get better, longer lasting and more focused performance improvement.
Three reasons:
- The sales manager needs to provide on-going, one-on-one support and coaching to their sales people. It is the number one, most important element in developing performance.
- The Sales Manager is able to link the company’s strategies and plans to the individual’s effort and plans. Keeping the company and personal strategies aligned and visible prevents drift.
- The Sales Manager is the best source for focus, purpose, and direction. The very thing salespeople seek and need for improvement.
Bottom line:
Individual feedback and relating is a key to performance improvement and continuous learning. Unfortunately, most managers do not have a systematic method to provide on-going, growth-oriented feedback.
Action Idea:
Develop a method that is driven by the sales manager. Let them decide what areas they would like to review and develop with their salespeople. Choose areas from the sales process, personal strengths and goals. Design the process so that the sales manager and the salesperson sets the targets and knows how to monitor results. Suggest that the sales manager conduct the 1×1 meetings with the salesperson every 13 weeks (quarterly)
Summary:
If you spend quality time with your sales manager, you will soon see dramatic improvement.
