| The purpose of management is to help others | | | | knowledge about how individuals think about |
| achieve shared goals (organizationally and | | | | themselves when making internal decisions can be |
| personally). However many in sales management | | | | of invaluable help. Then specific goals can be set |
| have difficulty securing this desired results | | | | where those decision making styles and talents |
| because of these two challenges pr obstacles: | | | | can be incorporated to ensure achievement of |
| | | | the desired results. With anywhere from |
| 1. Maintaining Authority | | | | 40%-70% of all sales targets (sales growth) not |
| 2. Fostering Growth | | | | being achieved, does it not make sense to find |
| Both of these challenges require exceptional | | | | tools or instruments to potentially reverse or |
| interpersonal skills (people) or what I prefer to call | | | | reduce those dismal statistics? |
| self-leadership skills. However the current K-16 | | | | Finally, for sales management to be truly |
| educational experience at least in most American | | | | successful does demand an organization where |
| schools does not provide any development for | | | | strategy, structure, processes, rewards and |
| this critical business need. | | | | people are all in alignment. Even the best sales |
| For individuals to take this initiative on their own | | | | managers cannot work in a broken organization. |
| requires self-awareness supported by personal | | | | Sales Training Coaching Tip: This is called fighting |
| action plans. One of the first steps is the creation | | | | an uphill battle with C-Level individuals. |
| of a life wheel from which an action plan can be | | | | For example, if the organization is geographically |
| developed. From my research, the earliest life | | | | spread out, then each area probably has a |
| wheel I found was created by Buddha. | | | | somewhat different demographic and |
| Another action is to identify the decision making | | | | psychographic. A one size fits all marketing and |
| styles externally and internally as well as the key | | | | selling approach does not work. Maybe the |
| talents of not only sales management, but the | | | | processes such as marketing, customer service, |
| entire sales team. To realize greater success, this | | | | accounting and production work counter |
| assessment needs to be deductive in nature | | | | productive to what is demanded from the sales |
| instead of inductive. By securing such an | | | | team. Sales Training Coaching Tip: No one looks |
| instrument helps to reduce miss reads because | | | | good in a bad system and this is why I |
| the co-efficients of reliability and validity are higher. | | | | recommend Jay Galbraith's 5 Star Model for |
| The reason for such an instrument is it helps to | | | | organizational development. |
| overcome the challenges of maintaining authority | | | | Successful sales management can happen |
| and fostering growth. Imagine for a moment as a | | | | provided there is support, alignment and |
| manager, you have validated knowledge of how | | | | documentation. Through effective self leadership |
| each salesperson makes decisions along with her | | | | skills, sales managers can increase sales, reduce |
| or his talents. Sales Training Coaching Tip: Many | | | | staff turnover and truly enjoy their roles. |
| people invest more time on their weaknesses or | | | | Of course, this may require the investment of |
| non-talents than their strengths because of past | | | | the resources of time, energy, money and |
| conditioning. | | | | emotions. However, the end results justify such |
| Additionally such a tool allows you to create a far | | | | investments provided everyone truly desires |
| more balanced team. | | | | achievement of the pre-determined result and |
| Great sales managers know how to mentor | | | | willing to do what is necessary (proactively) to |
| those they are responsible for managing. Having | | | | achieve those results. |