Supervisor, coach, trainer and mentor—you do it all—but are you effective?
Senior management sets the targets for your department and expects you to deliver them. Maybe you have little or no voice in determining what they are, or not much choice in accepting them. However challenging, or even unrealistic, those targets are, they now belong to you and you must direct your team’s efforts into productive activities and processes that will ensure those targets are achieved and even surpassed.
As a team leader, you’re accountable for your team’s sales and/or operational performance. When your sales organisation works with Sandler, you’ll immediately feel a strong sense of confidence about your ability to grow, exponentially.
You must supervise, coach, and mentor them while holding them accountable for uncovering new business, sustaining existing business, managing their territories, and completing paperwork on time.
You must be able to recruit, hire, and train new salespeople who have the required experience, skills, and abilities to not just do the job, but to excel in the position.
Could you use a little help? We understand. Sandler provides you with the processes, tools, and techniques to keep you and your people focused on high-value activities while you lead them to the highest levels of success.
So, what can you do to improve your performance and be a better manager, mentor, and motivator?
I have witnessed real change in the sales people in my team at Iris. It is hard to get seasoned salespeople to adopt a new way of thinking. The management team, including myself, had to be behind the process of change, enforcing Pain, Budget and Decision. Paul was always on hand to support the managers and the sales consultants. All saw some improvement; those that embraced the Sandler process more readily saw dramatic positive difference. The biggest difference I experienced was that instead of all the deals having to be closed at month or quarter-end, using up my energy and resources to help, the deals closed when they should, in good time at the right level. I could be the coach they needed.
Gareth Abraham, Sales Manager, Iris Software
Accountability The Sandler Way, written by author and Sandler trainer Hamish Knox, shares how sales managers can create an accountability-driven work culture for their teams and themselves… by investing just 20 minutes a week in the classic Sandler sales and management principles.
