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I have found that many sales managers have a challenge keeping their mouth closed during an onsite sales call with one of their team members, certainly, there are occasions when the manager SHOULD TALK, and those should be defined during the pre-calling planning process.  However during any sales call, the manager must be acutely aware of the 5 items listed above when observing their salesperson.


I had the opportunity to participate in what is called a Speakers Showcase, 10 professional speakers had an opportunity to stand up in front of 100+ Association managers and give a 15 minute program based upon your desired topic. I used the topic: Gourmet Living: Building a Menu for Your Life!

The real opportunity for me was to sit back and observe other individuals not only to hear their message, but more importantly see how they:

1. opened their presentation,
2. energy levels,
3. body language,
4. vocal tones
5. How they closed.

I also asked several of the other speakers to provide feedback on my session. I know every year when I attend the National Speakers Association conference I pick up so many great ideas to build my professionalism. So what does this topic have to do with Sales Leadership?

Sales Managers Challenge

In many situations sales managers are the key coach, mentor and trainer of their sales teams, whether it’s in the field or in sales training environments. It is the second most important aspect of your job. (Hiring correctly is #1). To many times when we are meeting with sales managers in our peer groups or one on one coaching, I have found that many sales managers have a challenge keeping their mouth closed during an onsite sales call with one of their team members, certainly, there are occasions when the manager SHOULD TALK, and those should be defined during the pre-calling planning process. However during any sales call, the manager must be acutely aware of the 5 items listed above when observing their salesperson.

GURU HINT: You might keep that list and put a ranking behind each one 1-5, 5=great and prepare a short report card after the call and then share it with the salesperson. Keep every scorecard on each salesperson and during your twice yearly review, share all of them and hopefully you will see an improved performance. Remember: Inspect what you expect!

I have from time to time provided “free” sales management tools to improve your sales management structure. If you have not visited our website lately, you will find the Sales Management Tool Kit where I have built a resource for you that includes over 40 sales management guides, tools, best practices, it is an online library where you can download a variety of tools-all for only $175.00. I do add to this tool box from time to time-so it is a living value. www.AcumenMgmt.com/store BONUS: For all orders in the second quarter, I am including free the three books on

• Developing a Business Plan
• Building a Marketing Plan
• Creating a Winning Sales Strategy

Acumen Management Group Ltd. “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 12 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America. His latest book is titled: “Leading High Performance Sales Teams”.

About the author

Ken Thoreson

Ken Thoreson

Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the…

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