SALES MANAGEMENT… to be a great Salesperson you have to periodically step back and look at the way you are approaching your craft. One of the best ways to do this is to Be Your Own Sales Manager. The job of the Sales Manager is to give guidance to the Salespeople, keep them on track, and help them generate more revenue through increased sales results. It boils down to some simple questions that every good Sales Manager should be asking his/her Salespeople on an ongoing basis…
1. What are your sales targets for this month?
2. Do you know have enough existing leads to meet those targets?
3. Who are they?
4. Are you doing something every day to generate new leads?
5. Is it working… is your conveyor belt full or are there gaps in it?
6. Are you putting in a full day of meaningful activities? (Just being busy isn’t enough)
7. What are you doing every day to improve your skills? How about your mindset?
8. Are you really stretching yourself to achieve “What’s Possible” or just meeting some minimum standards?
Here is your ACTION STEP… if you were the Sales Manager and had a team of Salespeople reporting to you, wouldn’t you be asking them these questions? Wouldn’t you be challenging your “team” to stretch themselves and get to the next level. Wouldn’t you be expecting them to be consistent on a day-to-day basis?
As a Salesperson, you need to ask yourself those questions every day. The toughest part about being a commissioned Salesperson is not the Selling Aspect… it’s holding yourself accountableto be:
2. Mentally tough
3. Always growing
4. Doing the important things first
At least once a month do the following… “hire yourself as your own personal Sales Manager”. Ask yourself the tough questions that a Sales Manager would ask you if they were with you all day long. Have a Sales Management meeting with yourself on the first of the month and the 15th of the month. Hold your own feet to the fire. NO Excuses.