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Posts Tagged ‘sales manager activities’

Coaching and Developing Sales People Trending as Focus

Two recent announcements show growing interest in developing and coaching sales people, as well as the need for sales managers to reallocate their time to not only complete their own tasks but also help their sales people improve their performance.  Included in Sales Dot Two Inc.’s announcement of the agenda for its upcoming Sales Performance Management Conference  is mention of a Sales 2.0 Impact Survey showing “that the number one challenge for B2B sales leaders this year has been training and coaching.” And, from CSO Insights 5th Annual Sales Management Optimization study we find that “The best-in-class companies’ managers spend less time selling and more time coaching. And they focus their coaching less on specific deals and more on their reps’ development using metrics, not hunches, to do so.” Based on my experience working with first line sales managers, I have included tips for refocusing sales mangers time for specific coaching and development areas: http://www.thenarogroup.com/tngwps/wp-content/uploads/2012/07/TNG_Refocus-Sales-Managers-and-Drive-More-Revenue.pdf.

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One of the top weekly activities for sales managers – the field ride-along

One of the top weekly activities for sales managers includes the field ride-along for coaching and developing sales people.  Having sales managers use a balanced assessment for this activity provides an opportunity for sales people to learn within context and build confidence and become more motivated. For more about a balanced assessment see http://www.thenarogroup.com/tngwps/wp-content/uploads/2012/07/TNG_Feedback-A-Powerful-Tool-for-First-Line-Sales-Managers.pdf. I do hear from clients that the ride-along can sometime be impractical due to geography and time constraints. The alternative for some clients has been call recording. Call recording has been used extensively to handle quality control for service and support. Clients I talk to say call recording is also convenient and easy to use for sales coaching.  If you want to learn more about using call recording for sales you might find this article interesting : “How Call Recording Helps Marketing, Sales and Support Quality”: http://www.business2community.com/marketing/how-call-recording-helps-marketing-sales-and-support-quality-0558554#Pljz3mLxvWuAe0lV.99.

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Ready to Drive More Revenue?

The Naro Group's free Sales Performance Assessment uncovers revenue-blocking obstacles within your sales organization. Using the core capabilities of high-performing sales organizations as a baseline, the assessment will discover where your organization's proficiency falls short in these areas of sales effectiveness:

Sales Readiness

How quickly and efficiently are your sales people moving qualified pipeline opportunities to closure? Do your existing sales methodologies and processes fully support your sales team? Do your sales people have the skills, pipeline models, forecasting capabilities, opportunity management, and planning tools that they need to succeed? Are they engaging in the right activities throughout the sales cycle?

Sales Enablement

Do your sales people have all the intelligence they need about your products, markets, and the competition? Do they have access to the right knowledge-based support tools? Is each member of your sales team fully prepared to sell your specific offerings? Can your sales people have conversations that engage buyers and lead them into sales cycles?

Learn what gaps might be hindering your sales organization.

Schedule your free Sales Performance Assessment now. Call The Naro Group at 603.881.7712 or email us today.