Sales Management is an extremely challenging position today - just ask any sales manager.
Being a sales executive today, is a tough job - and it can also be extremely rewarding. Here's what I find bizarre. There are too many under trained sales managers trying to coach and develop their under trained salespeople. It's not a pretty picture.
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What do you think happens when that happens? Right - nothing much happens.
On a recent trip to Chicago, to conduct a one half-day sales training program, I was off to Las Vegas to present a two-day Management training program.
I'm sitting in an aisle seat (9D) on American Airlines flight #1417. Once I settled in I exchanged hellos with the guy sitting next to me.
I asked, "What kind of work do you do?"
He says, "I'm a sales manager" and proceeds to tell me about his company, his responsibilities, and some of his problems.
After a while he asks me, "What about you - what kind of work do you do?"
I gave him my prepared elevator speech, "I coach and train salespeople and sales managers on how to increase sales, earn more money, have more fun, and how to do it all in less time."
He says, "Man could I ever use a coach!"
I said, "What do you mean?" He said, "One day I'm a very successful sales representative and the next day I'm a sales manager."
He continues and says "Hey, I wanted this job - it was a dream come true for me." Along with the promotion I got the standard "Hit the road Jack kind of attitude from my company."
"It wasn't mean-spirited, just a go figure-it-out for yourself kind of an attitude."
I asked him one of my favorite questions - a question that uncovers specific problems. I said, "Keith what are some of the biggest challenges you're dealing with now?"
He said, "You got an hour to hear them all?" I took some notes while he was talking and here's a list of what he said he needed help with:
- Recruiting
- Interviewing
- Planning
- Time management
- Coaching
- Motivation
- Planning a dynamite sales meeting
- Strategic account plans
- Measuring performance
- Sitting goals that get results
- Leadership
- Self confidence
I said, "That's quite a list."
He says, "My wife thinks I'm nuts for taking this job."
She says, "You're working longer hours, you're always stressed out, and you're always thinking about work."
If you're a sales manager, take a close look in the mirror and ask yourself, "How am I doing?" If you want to achieve superior results as a manager you'll have to have superior management skills at your fingertips.
Here are three management tips you can use, especially if you're a new manager:
1. You need to ask your boss, beg if you have to, to allow you to take a basic course that covers the fundamentals of your job. There are many to choose from.
2. You must become a voracious reader of these publications. Forbes, Fortune, The Wall Street Journal, Sales and Marketing Magazine, Entrepreneur Magazine, and Fast Company. Plan to buy and read at least one business book every month to stay ahead of your primary competitors.
3. You must spend at least 70% of your time in the field with your salespeople, sales prospects, and customers. Generals don't win wars seated comfortably behind big oak desks. Your sales team will achieve successful selling results the less time you spend behind your desk.
You can become the best in your industry as soon as you acquire the necessary skills to do the job.
Your Sales Management position just might be the best line management job you'll ever have!
It's the best job I ever had!
Let's get to work...
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