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Sales management more than just another quota
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Transcript of Sales management more than just another quota
![Page 1: Sales management more than just another quota](https://reader031.fdocuments.net/reader031/viewer/2022030201/58a6cfbf1a28abcc458b62ed/html5/thumbnails/1.jpg)
SalesManagement
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(or just adding their own quota to the collective bottom line?)
Is your Front Line Sales Manager helping the whole team grow?
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Did you promote one of your best sales reps to sales manager?
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That happens pretty often
(Data from the Sales Management Association’s Hiring Top Sales Managers Research Report indicated that, 96% of firms rely on internal promotions to staff sales management positions)
96%
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It’s not necessarily a bad choice, but...
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Did they get any formal, comprehensive
training on how to do their new job?
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Most don’t
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Did you expect them to keep selling and hitting a high quota?
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Sales managers spend only about a third of their time managing people
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How are they supposed to know how to help
their direct reports improve?
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With that big quota...
...and the new administrative tasks...
Where are they supposed to find the time to support reps?
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The logic of promoting a strong rep to manager makes sense
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Expecting them to keep doing: - The same sales job + administrative tasks + supporting reps...
...doesn't make sense
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What’s the takeaway here?
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If you have a great rep
and you want them to keep hitting the same quota
don’t saddle them with - administrative tasks
- and expectations to coach & mentor
- and holding their reps accountable - a key part of the job
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If you expect a manager to succeed, recognize that the job is about
achieving success through others
...not just through their own direct sales efforts
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As Stephen Covey wrote
“begin with the end in mind”
❖ ❖ ❖ ❖ ❖
So ask yourself...
Why do you want a sales manager?
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If it is to generate revenue by their own sales efforts...
...sales manager is not the right job for them
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If it is to empower their direct reports to sell more (and more effectively)...
don’t saddle them with things that will hold them back from doing that
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So - EITHER
Empower the manager to succeed through others
&
Measure this kind of indirect success
&
Reward them for it
OR
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Just have reps
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But you can do better than that
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An engaged and empowered sales manager can
help your whole team do better
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It’s OK if they sell
Maybe even best if they do with some of their time
But...
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Recognizing that the job is more than selling...
...and that it takes time and patience and work to achieve results through others...
...is a great start...
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Because achieving results through others
Is powerful
(and practically the textbook definition of management)
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Sales Management Too
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The Sales TeamSuccess Formula™
www.sales-team-success-formula.com
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