Sales management success is not guesswork
Success in sales doesn’t just happen – it occurs as the result of adherence to the sales management process that unfortunately is an underappreciated discipline and career calling.
The art of effective sales management starts by understanding that it’s an action role, not a position.
Far too many sales managers are unable to relate to the teams they manage as they fail to invest the time needed to understand each member as individuals with unique needs and very personal aspirations.
Furthermore, a successful team has a successful coach!
Just as it’s true in sport, the same applies to sales i.e. the sales manager’s role is to be the coach for his/her team. In doing so, their success is measured by guiding each member to a higher performance level.
The activities of a sales team are measurable and manageable – and that’s the primary role coaching role of the sales manager.
Each individual member of a sales team has five basic functions and activities to perform. These are – 1. Prospecting; 2.Approaching; 3. Selling; 4. Customer Service; and 5. Personal Goals & Plans
These five key functions are then incorporated into the K.A.S.H. template which addresses the Knowledge Attitude Skill and Habit or each individual salesperson
Each task and activity is equally important as the other four. The salesperson’s strengths and weaknesses are easily identified across the K.A.S.H. matrix.
In fact, they have a cause-and-effect relationship that adversely impacts results if there is a deficiency in one or more of these functions said Rob Macpherson.
The starting point for an individual’s journey to sales success begins by establishing their personal goal.
Once the aspiration has been determined and defined – the roadmap is created that documents the steps required by the salesperson to achieve his/her objective.
This includes creating easy-to-follow plans to ensure consistency and progress by not only improving their sales skills (generating leads, closing sales, client service, etc.) but also effective time management and prioritization of activities and work flows.
In sales management, the underlying principle is ‘What Gets Measured…Gets Managed’.
By measuring and monitoring the numbers of each salesperson, they can be guided and coached to become more effective and successful.
The best sales managers understand that every salesperson is different and unique – and their role is to work with each individual to create a sales action plan that will assist them to set their personal goals and achieve those dreams.
Rob Macpherson has recently returned to Melbourne following an immensely successful career spanning more than two decades in the Asia Pacific Region. He joined the life assurance industry in 1973 and has worked as an agent, Unit Manager, State Sales Manager NSW and his Asia experience includes Assistant Vice President Hong Kong and Chief Agency Officer in China, Indonesia, Philippines, Vietnam, Hong Kong, Russia, Thailand, and most recently in Cambodia. A total of 10 countries including England and Australia. As Head of Sales and Agency, Rob has overseen teams ranging from 2,000 to 50,000 with career spectacular results he’s delivered for start-up and established organisations in Asia.
