Motivating your Sales team

I have been managing the sales unit of my organization for a couple of years now. This has given me the opportunity to connect with lots of people that ordinarily i wouldn't have met, C-level executives, Top government officials etc but most importantly fellow sales leads, who are the thrust of this piece. If there is one thing that I have noticed we all have in common is the fact that we struggle to get senior managements to trust us to make good business decisions for the company.

My observation was corroborated by the statistics released by RainGroup, which shows that 66% of companies’ executives don't agree their sales managers have the skills needed to manage the sales department and coach other sellers.

There is no gain saying that sales managers are key to unleashing vision of the founder and the potential of the sales team, but most organizations rely on promoting top performers in the hopes that they'll bring others on the team up to their level.

Unfortunately, it doesn't work that way. Sales Coaching and training is all that is needed to transfer the department or unit from one that sucks to an exciting high productive unit. Coaching no doubts delivers great suggestions and techniques to enable sales managers to get the best out of themselves and their teams. One challenge most sales leads usually have is how to embed the tools and disciplines into our daily routine, however, an important step starts with the coaching and accountability sessions.

 It is important for senior executives to pay more attention to sales manager to implement a proven sales coaching process, giving them the skills they need to unleash the sales performance of your team by using the following objectives:

1.           Motivate sellers

2.           Focus on seller actions

3.           Help sellers execute

4.           Advise sellers to win

5.           Develop the team

The ability to do all of this—and do it well—is often the difference between a top-performing team and an average one.