This is the part of the job where “being a boss” comes into play—you’re demanding that sales get made, that salespeople move deals onto the next stage of the sales process, and that they make their quotas. It’s the part where many sales managers either overdo it, acting like drill sergeants, or underdo it because they’re afraid to “act like an ogre.”
The Truth About Management
There are some things about management that you should fully understand so you’re able to comfortably perform its functions.
1. Why do sales teams—or other departments, for that matter—need a boss or a leader? Is it because, without a leader, people would not do their jobs, just goof off, or do it all wrong? No! A leader provides unity and focus, in addition to “push” to do the job. It’s the leader that makes a group a group.
2. You should understand that getting someone to do their job, to make their numbers and really perform, is good for that person’s soul. It brings up their morale and increases their happiness. It certainly increases their livelihood, because they can “bring home the bacon” for themselves and their families. They can even get that sports car or boat they’ve always wanted.
3. Management must be done with great control, which is smoothly convincing someone to get the job done. Contrary to some belief, though, it does not have to be done with threats and instilling fear. In fact, you’ll get far more done “taking the high road” and using positive encouragement.
4. Part of #3 is actually 100 percent expecting your salespeople to have the ability to move deals through the sales process and close them. Instead of worrying about their possible failure, expect them to win, and express that in your “management-speak.” Phrases such as, “I know you can do it!” and “You’ve got this!” will get you a lot further than “You’d better perform or else!”
5. When a sales manager gets desperate, the first thing they lose is their positivity. They start using fear tactics and start to doubt their salespeople. Why do they get desperate? Well, just as salespeople aren’t born that way and must learn to properly sell, neither are sales managers born totally capable of management. Companies don’t always realize this when they promote their best salesperson to the sales manager position—that person can sell extremely well, but have they ever managed a group of salespeople? That lack of know-how is most often the source of desperation.
The way to avoid getting desperate is to understand actual management, understand your sales process, have the right metrics to measure progress, and understand sales itself (be a great salesperson yourself). These are all specific subjects of our blogs this month.
To fully understand sales management, sign up now for sales management training at SELLability.com.
