As a sales manager, you have many roles, so I wanted to break them down for you in this Monday Meeting. Which one of these are you working on right now to master?
ONE: RECRUIT. Attract and assess the right people for your team. Without a great team in place, you’re climbing an uphill battle.
TWO: TRAIN Everyone gets trained regardless of experience. You have serious market advantage if you can train green salespeople effectively. Sales training is not product training.
THREE: MOTIVATE Pump your team with positive energy on a daily basis to create a positive selling environment
FOUR: ACCOUNTABILITY Clear standards of daily, weekly, and monthly performance expectations. Weekly reporting to you and peers.
FIVE: COACH Work one-on-one with reps to uncover their personal goals and desires and the limiting beliefs that have kept them from achieving them thus far, which directly correlate to their success in sales. Spend 80% of your time here.
SIX: MANAGE Manage all of the above systems. Create systems to automate and manage those: funnels, playbooks, training systems, reporting, crm, text, broadcasts, reporting, etc.
Next week: How to automate these pillars so you can spend more time coaching!
Have a great week!
CEO, JPM Sales Partners
Custom Sales Playbook Designer and Creator of The Sales Launch Code