The #1 problem I run across when working with companies is an unreachable, unrealistic revenue goal set by the owner that has no real buy in by the sales manager. It is this disconnect that causes friction, undermines morale, and often leads to demotivated, underperforming sales teams (and managers).
The #1 problem I run across when working with companies is an unreachable, unrealistic revenue goal set by the owner that has no real buy in by the sales manager. It is this disconnect that causes friction, undermines morale, and often leads to demotivated, underperforming sales teams (and managers).
All this can be avoided when you have an experienced, hands on, selling sales manager who can give you honest and accurate feedback about production goals and the ways to achieve them.
There are many more benefits of having a selling sales manager leading your team, but I hope this short list has convinced you. Believe me, the fastest way to make your sales manager better is to give them a quota and require them to pick up the phone and start closing business.
If you don’t already have a quota for him/her now, then do yourself (and your company and your manager) a favor and set one this week. All of you will benefit from it!
Mike Brooks
Mike Brooks is the founder of Mr. Inside Sales, a North Carolina based inside…
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