Are you aware of the activities your sales representatives are doing? How closely do you follow the key people in their journey through the trenches in order to locate potential customers to close the deal?
Sometimes, executives and managers staff are often entirely disconnected from the actual happenings in the front lines of their businesses. Management’s perspective of a business is usually very different from the perspective of salespeople, and this can cause a lot of harm to the overall performance of a business.
Managers and sales teams have to be in agreement to effectively define expectations as well as goals and strategies. It’s often difficult to achieve this, particularly when you have an organizational culture filled with ineffective communication. Once everyone has joined forces, the management team is usually pleased with the positive changes that take place. Below are five actions that will help managers to reconnect with and focus their sales force.
Take a Stand and Get Personal
You’re not likely to gather all the data you require to make the right business decisions based on sales reports. To gain a more incredible view of what customers and potential customers are saying, make conversations with the sales reps. In addition, this strategy shows your staff that you’re capable and willing to be involved, but it’s also essential to see the bigger picture, things that are often not easily understood by just looking at the sales numbers, graphs, and charts.
Start with “How Are We Doing” Interactions
Apart from putting on your sleeve and heading out into out in the fields with your sales team, make contact with clients frequently to learn what your company’s performance is. They’ll give you honest feedback. So be ready to not always get the sugar-coated responses from your sales team that they could be offering you. The interactions can be conducted through email, phone calls, or even personally visiting.
Conduct informal Focus Groups
In addition to individual interactions, Focus groups that are informal with clients are beneficial for gathering data. Invite your critical customers for breakfast or coffee and give them a reason to take part by providing something to get their feedback. What they can give you is valuable information that will allow you to better know what’s happening.
Associations for the industry are equally essential for managers at the top of the ladder as for people who are just beginning their journey. They are a great source to stay up-to-date with developments and news that impact your company.
Participate in regular sales meetings
Meetings for sales shouldn’t just be restricted to once per year shindigs. They are a necessary part of the process that salespeople and management also attend. For them to be successful, meetings should be seen as an opportunity for discussion and debate regarding the business and general industry, in which everyone is invited to be involved and to share their thoughts.
Adrian Miller is President and the Founder of Adrian Miller Sales Training, the sales consulting company that was founded in 1989. Adrian has also been the co-author of “The Blatant Truth: 50 Ways to Sales Success” and is a highly well-known and respected trainer and speaker. Always entertaining and highly useful, Adrian can energize and inspire your sales team to take their sales to new levels. She also collaborates with professionals and solopreneurs to help them expand their business by utilizing highly effective sales techniques. In May 2009, Adrian started Adrian’s Network, a virtual business networking network that has won rave reviews all over the world.