Despite the current economic challenges, sales leaders are still expected to increase sales revenue. While this may seem like a formidable challenge, it is possible. Take a back-to-basics approach and focus on the core activities proven to help Sales Managers drive revenue.
Here are 3 strategies to help you maximize your sales team's productivity and effectiveness to grow sales this year.
#1 Make Sales Coaching a Priority
Sales coaching is one of the most important ways a manager can improve sales team performance. Industry research shows that coaching can help increase revenue by 20% or more. Yet managers are often too busy for productive coaching sessions or confuse sales coaching with having one-on-one meetings, and telling their reps how to improve.
Effective sales coaching requires the manager to be patient, listen, and not be so quick to “fix” the problem. This takes a collaborative approach with a long-term perspective that truly engages each sales rep to provide feedback and take ownership of their development. When the salesperson has input on improvement areas, they are more likely to commit to making the necessary changes that improve their selling skills and increase performance.
While sales coaching provides the constructive feedback that’s vital to your team’s ongoing development and long-term success, managing an underperforming rep can be extremely challenging. Using a sales performance improvement plan in addition to sales coaching can identify and address the roadblocks preventing the rep’s success.
#2 Take Control of Your Time
Managing operations, sales coaching, and driving revenue are the top priorities for every Sales Manager. It’s challenging to accomplish everything when sales coaching alone should account for 25 to 40% of your time. That’s why it’s important to evaluate exactly how you’re spending your days to identify distractions and eliminate time-wasting activities. Use this exercise created from Stephen Covey’s “7 Habits of Highly Successful People” to help you work smarter by prioritizing your valuable time.
Another way to take back your calendar is to stop solving all your sales reps’ problems and instead teach them to resolve things on their own. Training your teams to use the SBAR framework shows them how to take ownership of problems and solve issues independently. rather than coming to you with every issue.
#3 Create a Winning Sales Playbook
Creating a sales playbook (or improving an existing one) is a helpful resource for problem-solving and closing more deals. This valuable tool contains a consistent framework, common terminology, key sales processes, case studies, and more.
The many benefits of a Sales Playbook include ensuring your entire team knows the most effective sales methods and techniques, learns best practices, and stays aware of new industry insights. Plus, having an easy-to-access resource guide helps new reps quickly get up to speed.
Use these insights to make your Sales Playbook and help your reps increase sales results. While it may seem time-consuming, many of the playbook components may already exist across Marketing and Sales and simply need to be organized in a central location.
In Summary
Sales managers can increase revenue by focusing on the activities that have the biggest potential to generate results. Start by making sales coaching the foundation of managing your team. Find more time for effective sales coaching by taking control of your calendar and helping your reps solve their own problems. This includes giving your team helpful resources like a Sales Playbook. Focus on these strategies and tune out the economic distractions so your team will close more deals this year.
Do you want your sales managers to make the most of their existing team and increase sales this year?
The Sales Readiness Group is here to help. Our expert facilitators collaborate closely with your sales managers to teach them how to manage, coach and lead high-performing sales teams. Imagine what your team could achieve with the right guidance, tools, and skills. Don't wait; let SRG help your team reach its goals. Schedule a complimentary consultation today.
