The sales management tip focuses on all areas of inside sales management, sales development
and leadership. These parcitical managment tips will help you get better resule from your
inside sales team.
The most powerful tool in managing.
In all my years managing sales operations and working with companies in an advisory role, I have never found anything that would raise the spirits of a team or have more effect on their end results than training. I have been in numerous situations where management said they thought taking salespeople out of there territories to do training would reduce sales. In every event, I found the reverse to be true.
In fact, a number of years ago I took on an interim management assignment with a software company. I immediately informed the president of the company that I would be taking the team off the phones for a total of four hours each week – two hours in the beginning of the week and two hours at the end. Although he allowed me the control to do as I pleased, he was extremely concerned that this loss of sales time would be disastrous to our results. The end of the story was his comment to me; “Are you sure you don’t want to do add a third training session each week.” This comment came after three weeks of training and a corresponding increase in sales of over 100 percent!
Of course that wasn’t the only thing we had done in the three weeks, but it was a very big part of our success. Doing some sort of skills training with your folks on a regular basis does two things: It empowers your reps, and if you are doing the training right it helps you to understand what your team is actually doing and how the market is reacting. This knowledge alone can be worth large gains in sales as you start to provide your team the missing knowledge, better story, or whatever the need might be.
Also see our Daily Sales Tip.
and our new TeleSalesUniversity.com
for weekly teleskills webinars to lean even more.
