Sales managers, to achieve their full potential and to have their subordinates’ capabilities fulfilled they need to employ a wide range of techniques. Some of them, for a lot of sales and business development managers, are highly demanding and require intense concentration, learning, and perhaps even more teaching.
Below, you’ll see a few tactics that top sales managers use.
Care About Those Under Them
Professionals are mature and are able to tell the difference between if a boss cares about their needs or is in it to gain personal profit, whether this selfishness is in the form of the recognition of their profession or financial rewards. In management’s attempt to cover up an advantage in your sleeves, you only care about your agenda and your camera. And your security at Vegas will ask questions.
In contrast, successful business development managers are compassionate and, by showing compassion and transparency, receive the same heart and openness from their colleagues. Only when they have complete transparency and trust is a manager able to discover the strengths, interests as well as weaknesses of every sales associate. Once that information is obtained, the manager has a massive advantage over competitors, and the sky is the limit.
A thought to consider It is possible that a birthday card, the birthday of a person who is thoughtfully designed, can mean more to a sales rep (or any employee, for the matter) more than $500.
Positive Reinforcement and Constructive Criticism
Managers (term Welch coins for inspirational managers) constantly provide positive reinforcement and help their sales staff feel great about themselves. Additionally, a good sales manager is proactive in pointing out (though not in an embarrassing manner by constructively criticizing) and corrects the poorly implemented actions of the people under them. They also hold the individual, or himself, accountable.
Differentiation – The Best Welch Theory
I am not claiming to be the sole owner of this concept since Jack Welch, in his book Winning, is a clear definition of the word and describes what it is and how to apply the idea. A side note: If only I could sell books.
The main problem when following a guideline is the fact that as a manager of highly skilled people, when emotions are brought into play, it’s more straightforward on paper. But, one has to abide by these principles in the event that they modify the guidelines to suit. They are successful.
What does the word “difference” mean?
Differentiation is the preference of employees who speak up and are clearly rewarding them, as opposed to sales reps who walkout at 5:01.
Then, the concept is that differentiation can justify the dismissal of weak employees since it’s hard to create a hostile atmosphere in the office. In doing so, you’re harming the people who are growing and working hard.
Why is it important to differentiate?
It provides the sales team with something to strive for. It gives them the opportunity to be heard within the organization and feels substantial.
– Because one rotten egg could ruin an entire sales team, This separation and purging off of “excess” creates a more positive and more harmonious environment. Sales managers cannot accept anything less than the effort to be the best at what he or she does with his employees. Note the word “try” since no one can achieve perfection; however, some do get more than others.
Ken Sundheim runs KAS Placement which is a marketing and sales staffing firm that specializes in helping U.S. and International mid to large-sized firms establish sales teams, from hiring an executive sales manager to aiding recent college graduates in their transition into business development roles. In his spare time, Ken is a public talker and loves to read non-fiction.