Episode 109 - 3 Elements of High-Performing Sales Management

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Today, we´re going to talk about the three core elements
of a high-performing sales management system. This is
something that I get called in to do for businesses a
lot and it is a really big step to get this
right. 




Here is the standard scenario I’ve seen in my 17 years of
training and coaching sales teams, when you find businesses
that have a sales team it is pretty common to see horrible
culture among their members. 




For instance, some businesses can have a sales
manager in place who is thought to be particularly
skilled, highly empathetic, and with great
emotional intelligence to be able to manage
a sales team when the truth
is, that’s not the case. The mismatch between
the job profile and the personality of a sales manager is a big
issue that can be traced way back to the hiring process, and it
has great consequences. 




What you often find is high turnover; people coming and going.
Maybe there are one or two top performers on the team and one
or two mediocre ones. Sales managers can deal with this
situation in a couple of different ways, but most of the time
they don’t handle it correctly. 




Actually, it is quite common for the sales manager to be the
reason why people leave; it has rightfully been said “people
don't leave businesses they leave bosses. Fortunately, this can
be avoided. 




In this episode, I am going to give you tools to deal with
these issues so that your sales management encourages
people to stick around and deliver their best results. 




We are going to go through the different stages
of the process, from selecting your
team and inducting them into a new work environment
to establishing good training, managing them, and
motivating them on a regular basis. 




Once they are in, we can talk about the
Three Core Elements of High Performing Sales
Management: goal setting, praise, and
reprimand. 




There are specific things we have to look
at in each one of these
elements to get them to work together. They
will allow you to create
a healthy environment as a foundation for
building a great sales team culture in which you and your
team can work together in a
profitable, respectful, and long-lasting
relationship. 




I have touched on this in previous podcasts, but
I hadn’t gone into it in quite as much depth as what
I'm going to today. 




Listen to this episode to know how
these Three Core Elements can fix
the management issues of your sales
team, it does take a few things to get it
right, but the rewards are totally worth it. 



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