| Many sales managers that attend management | | | | member of parliament. For that reason, when |
| training courses say that they now run bigger | | | | training salespeople, if you try to overcome their |
| teams than ever. The manager's number one role | | | | weaknesses too stridently, all you're doing is piling |
| is, as always, to meet and exceed sales targets. | | | | on more rejection. Any psychologist will tell you |
| This sounds a rather over simplistic, however it is | | | | that we all try to remove ourselves from pain, |
| what he is judged upon and therefore what he | | | | and a salesperson in this instance would do that |
| must, above all do. The difficulty that he has with | | | | by switching off and ignoring you. You should find |
| a larger team is that they require greater levels | | | | out what they are good at, and develop those |
| of support, and this makes the sales manager's | | | | strengths even further. |
| role much more of a team leader. It can be very | | | | Anybody who has read Herzberg or attended a |
| easy for the manager to become a glorified | | | | management training course will know that we all |
| administrator causing him to miss the major | | | | respond to recognition and praise. Sadly, sales |
| business objective. | | | | managers do not do anywhere near enough of |
| Research into the ways that sales are currently | | | | that. They often use up a lot of time |
| generated found that in many cases, managers | | | | reprimanding staff. It is very much part of what |
| were not providing any marketing support. They | | | | is covered here. |
| were caught up in the old-fashioned idea that | | | | Young sales managers often have a problem |
| salespeople had to generate everything, which is | | | | when they have someone in their team who is |
| not good enough for today's competitive world. | | | | older. |
| Nowadays, there is much more emphasis on | | | | They tend to regard them as a father figure, and |
| team building. Staff working in flatter organisations | | | | leave them to their own devices. However, it |
| and more dynamic groups. They can come | | | | should not be like that. As long as they are able, |
| together for specific projects and form into new | | | | older staff will have respect for the younger. |
| groups. So obviously the style of management | | | | After all, we trust our lives with young doctors |
| and leadership is different from the one needed | | | | and nurses. |
| hitherto. | | | | However, a problem can arise with an older |
| The very nature of the role of sales | | | | salesperson when they do not need to earn as |
| management separates the two parties. To aid | | | | much money, because the children have left |
| motivation and team commitment the first | | | | home, the mortgage is paid off, and so on. It is |
| important area is selecting the right staff that | | | | with this person that the manager must provide |
| make up the team. Then the way that managers | | | | support, in recognising that their career has |
| treat them. The key factor in the de-motivation | | | | reached it zenith and that the individual now needs |
| of salespeople is their own perception of being | | | | stimulation of another kind. |
| managed unfairly, and many salespeople do the | | | | Frustration is often created because they have |
| job with a 'chip on their shoulder'. Salespeople | | | | not been promoted a management role, however |
| require a constant flow of deep-seated | | | | recognition can still be give. This will aid motivation |
| enthusiasm from sales management. Selling is one | | | | of the more experienced sales person to maintain |
| of the few professions where rejection is part | | | | their commitment. |
| and parcel of everyday life. | | | | The majority of salespeople have had no training |
| The qualities a good sales manager should | | | | whatsoever. Only a smaller number are sent on |
| possess are not dissimilar from those qualities that | | | | training courses, almost because the manager has |
| make up a good salesperson. That is one of the | | | | given up on them. |
| reasons why good salespeople are able to make | | | | This creates an inappropriate attitude with many |
| it to the highest echelons of management. | | | | people towards training. Any organisation failing |
| Self-discipline, confidence, determination, | | | | incorporate training and development into the |
| enthusiasm and job competence are all key to | | | | business strategy is running a serious risk. |
| being a top performer. | | | | Organisations must inculcate an attitude where |
| It is important that the sales manager is a | | | | training, and learning, are a way of life. Many of |
| competent salesperson, but they do not have to | | | | the sales techniques used only a few years ago |
| be the best. One of the many dangers of | | | | are now considered dated and not applicable to |
| promoting highest performing sales person to | | | | the current business environment. We must train, |
| manager is that they will often want to carry on | | | | and re-train, and learn and re-learn. People |
| in the same role instead of developing the team. | | | | welcome it if they are working in that type of |
| You must consider the management qualities first | | | | environment. There is a range of various training |
| of all, making the sales skills secondary. It is not | | | | resources available to choose from. |
| easy, taking responsibility for achievement of the | | | | It is important for management training |
| task, and then letting others take the credit for it. | | | | salespeople to be given the chance to re-charge |
| However, it must be done. If it is not, it can be | | | | their batteries, and you can look for someone |
| incredibly damaging. | | | | who is keen on trying new ideas and concepts to |
| As stated earlier, selling is one of three | | | | fill this position. People in this type of role need a |
| professions which carries rejection as part of the | | | | thirst for knowledge, which stimulates innovation |
| job. The other two are acting and being a | | | | and creativity. |