Is lagging Sales Management limiting your results?
Most small-to-medium-sized companies stay small to medium, or they go out of business. The limiting factor often boils down to committing one or more of the 3 Sins of Sales Management. Why? Because this shrinks the impact of the sales manager role and actively holds the company back from bigger growth.
Sales Problem: Part-time sales leadership
- Being an owner/CEO is demanding an a full-time job
- Being a growth-building Sales Manager is also hands-on, demanding full-time work.
- If you’re the owner/CEO AND the sales manager, you are building of your company with a part-time effort. If you want your business to grow, you must grow your sales force. You need someone doing that full time.
Sales Problem: Often lacks the management & leadership skills required
- This can work, but usually doesn’t. Most common is that you lose your best sales person, and get a mediocre sales manager.
- Sales and Sales Mgmt “wins,” skills and know-how are entirely different.
- A sales person’s role is to hunt and win new business. It’s “instant-gratification”. Focus is “me.”
- The sales manager’s role is recruiting, hiring, training, ramping-up, coaching, building, developing and managing people and the team. It’s “delayed-gratification.” It requires time to see results. Focus is on “others/my team.”
- The different roles require different skill sets than selling and different experience and know-how. It can lead to losing your best seller… maybe to your competition!
Sales Problem: Lacks management skills AND competes with sales team
- This is usually the worst of all sins to commit.
- A matter of Focus: Your sales manager’s focus aligns with their comp plan. If 50% of their income is generated by them selling, you can expect 50% or more of their focus channeled there. This might seem like the reasonable way to “pay for themselves.” But it’s shortsighted. You get 1x their efforts in sales results.
- The problem is – your sales team gets largely ignored. Or left as a lower priority. They get far less attention and focus to grow stronger. The sales manager isn’t available, fragmented and sometimes even competes with their sales team for business!
- Leverage – the Multiplier Effect: Instead, for example, if the sales manager’s focus and motivation is to train, grow and develop their team of 10 sellers into higher performers, they can multiply bigger results by 10x!
The key to growing any company is growing your sales force in Quality and Quantity.
This is the Sales Manager’s #1 job! Why would you want this important job done part-time?
The key to growing any company is growing your sales force in Quality and Quantity. This is the Sales manager’s #1 job. Why would you want this important job done part time?
We can show you how to implement Jack Daly systems & processes that have been proven to grow productive sales teams. You can create the leverage you need to grow your business and achieve your goals.