Emmie Brown Blog

Your Salespeople Need You More Than You Know

Salespeople are less proficient than they think they are. They are also less proficient than their sales manager thinks they are. A salesperson might say: “Oh, I don’t need help. I’ve been doing this for 20 years.” And, the sales manager thinks so too. The truth of the matter is that while they may be doing a lot of stuff right, they are also doing a lot of stuff wrong that is costing them not only sales but the opportunity to serve more customers with their product or service. The salesperson might be emailing when they should be calling. They might not be asking for referrals, expecting that if they do a good job, they will just receive them. The salesperson might have appointments rescheduling on them often because they are not solidifying. They might be professional visitors, whose customers like them, but are not challenged by them. Or they might not be setting up an opportunity to close when they propose, ascribing to the “quote and hope” method.

But the salesperson does not know they can get better because no one has watched them or role-played with them in a long time. And the manager does not know they need help because they thought this person was doing just fine. After all, he is experienced. In reality, that person does not have 20 years of experience; he/she has one year of experience repeated 20 times over. That salesperson was shadowed and met with regularly when they first started, but after that, they were left on their own because management just thought “they know what to do.”

Your salespeople need you more than you think they do! They need you more than they know or more than what they would admit.

Here is a short list of things that you must include in your schedule to ensure that your people reach their potential:

 

  1. Shadow your salespeople.

    Take time to watch your people in action. Watch how they interact with their prospects and clients. Listen to what they say. See how they manage their time. Observe their systems. You will witness many opportunities for improvement.

  2. Hold regular personal conferences.

    Schedule regular one-on-one meetings with your team members so that you can proactively work on the different components of their business. Role-play to find out how your people handle different sales situations.

  3. Audit your salespeople.

    Do regular checks to see how your people are documenting in their CRM. Record and review different parts of their sales processes. Inspect how your product or service is being delivered.

In order to lead your people to peak performance, you must manage their skill level.  You must manage your time to make it happen. When people feel like they are learning and growing, they feel inspired to step up their activity. So, not only are they getting in front of more people, they are more effective with those people. They get more results, and the cycle continues.

 

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