Sales Management Coaching a Winning Sales Team – The primary objective of any Sales Manager is to achieve and consistently exceed sales forecasts. Sales Managers often rely on software that measures each salesperson’s activity, performance, and conversion ratios. While these tools are essential for managing teams and recording outcomes, they must capture the intricate details of the actions leading to winning or losing business.
The software can only measure outcomes without identifying the complexities of the sales process. Therefore, if you want to win more business, observing the sales activities is crucial rather than just analysing statistics and final results through your CRM systems.
Improving a salesperson’s skills—such as selling techniques, storytelling, oral communication, telephone etiquette, listening skills, written communication, and prospecting—requires Sales Managers to spend 80% of their working hours with their team members.
A Good Sales Manager will have an action plan that includes the following:
– Understanding each team member’s micro-skills, strengths, and weaknesses.
– Developing explicit opinions on the training needed for each salesperson.
– Implementing a Micro Skills Development plan tailored for each individual.
– Knowing how to assist each salesperson in winning more business.
– Being aware of the ambitions and goals of each team member.
– Creating a coaching plan to help team members achieve their goals.
Sales Managers cannot be present for every sales opportunity as they are identified, qualified, demonstrated, or closed. This means they cannot observe the sales process at every stage, directly influencing the ability to win or lose business.
By dedicating 80% of their time to face-to-face meetings, phone calls with prospects, and other sales engagement processes, Sales Managers can understand why conversion ratios vary between salespeople. This direct engagement fosters a strong connection and understanding between the manager and their team.
You can only address issues once you recognise them. This requires being present during breakdowns to understand how to coach salespeople toward securing desired outcomes. Identifying and resolving problems empowers you as a Sales Manager.
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