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How Do I Stay Connected to My Sales Team?
Three ideas and listen
By
Phyllis Roteman,
President, The Loyalty
Group
One of
the biggest challenges for sales managers today is keeping in touch with
salespeople — and keeping them engaged.
We
asked 50 salespeople and their managers for their best tips on how managers can
stay connected with their sales teams. We got a lot of "We don't do much that's
creative" and "That's a great question ... I could use some ideas" responses. Here
are a few of the best ideas we did receive. And we know first-hand that they
work, based on TLG's experience in working with sales organizations.
1.
Do More than Talk about Numbers
David,
a computer software salesperson from Chicago, says he communicates with his
current manager "only when I have to." Conversations with his manager focus on
the numbers, the sales forecast and "why didn't they buy from us?" In contrast,
David describes a past manager who was "excellent." She would "take the time to
walk through things, take a look at different angles (to approaching sales
opportunities), and discuss the 'what ifs." This showed that she cared about his
success, and motivated him by focusing on opportunities, not just the negatives.
2.
Infuse Meetings with Learning and Fun
According to Monica Frederick, V.P. of Sales at
ModernHealth, Inc.,
"Staying connected to the sales team on a consistent basis is one of the biggest
challenges for a sales manager!" She uses meetings to build teamwork and keep
salespeople engaged. In her biweekly meetings, she kicks off by reviewing the
company's mission and team meeting ground rules. She has also been using The
Loyalty Group's
thinktwice© Sales Cards to make meetings more learning oriented. Each
meeting, a sales team member takes a turn facilitating a 45-60 minute sales
lesson from the
thinktwice© Sales Meeting Leader Guide. Team members leave with in-field
assignments and discuss their results at the next sales meeting. Monica has also
chartered a Modern Toastmaster's Club for her sales team that meets biweekly, to
build teamwork and strengthen presentation skills.
3.
Schedule Sacred Time on Your Calendar
There's
a saying: What gets scheduled gets done. If you are like most time-challenged
sales managers, you live by your calendar. Most sales managers would never miss
a meeting with a big prospect, but are willing to reschedule meetings with
salespeople for more important priorities. As a sales manager, your salespeople
are your customers. You reach your goals through them. So treat them like your
best customers. Schedule time on your calendar to talk on a regular basis. And
keep those appointments. What should you talk about? Get them talking by asking
for examples of:
-
The
recent sales call they're most proud of.
-
The
biggest sales challenge they've faced this week.
-
The
best question they asked a customer this week.
-
The
toughest objection they've heard recently and how they addressed it.
-
How
they've applied a skill taught in a recent sales training class, and how it
worked.
Biggest
takeaway?
Just
listen.
You'll
be surprised at what you learn, and the positive impact it will have on your
relationships with your team.
 |
Phyllis Roteman’s
experience includes over 24 years as an HRD consulting and training practitioner
and salesperson. She founded The Loyalty Group (TLG) in 1995 after working as a
consultant for Development Dimensions International (DDI). She has developed and
delivered learning solutions in the areas of sales, performance management,
coaching, selection, and customer service. Her clients have included top
companies in a variety of industries, including Tropicana/PepsiCo, Zenith
National Insurance, Florida Power and Light, Dreyer’s Grand Ice Cream, Knight
Ridder, Toyota Motor Sales U.S.A., Celebrity Cruise Lines, Alltel, Shaw
Industries, Inc. and Wasatch Advisors. She has been published or quoted in
leading industry publications including Selling Power, HR Magazine,
SHRM
Consultant’s Forum and HR Executive. She holds an MBA from the University of
Miami, where she was an adjunct professor in the business school, and is a
certified job analyst.
 |
The Loyalty Group (TLG)
helps companies sharpen their competitive edge by maximizing the potential of
human capital in organizations. It helps companies:
Build
what customers value most and sell solutions that address their
changing needs.
TLG’s
Sales in Action solutions challenge salespeople and their managers to find
untapped budgets, dig for new opportunities and sell smarter. For more
information call 818-981-8806, or visit
www.theloyaltygroup.com.
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