The 10 Things Your Sales Manager Should Tell You

Peady’s Selling Engagement sponsored by IRD Prospector

Fact: Sales managers can only control two things.

  • The activities of the salespeople
  • Themselves

Given that situation has your sales manager explained what she believes are the key activities you should do to ensure your future success?

I’ve put together a list and notice that making your budget or target isn’t on it because by doing these 10 things you’ll hit your budget more often than not.

What your sales manager should say to you

  1. If you train yourself to be better at what you do, I’ll support you with additional “one on one” coaching.       
  2. Learn everything you can about your medium, your competitors and the business of media advertising. Come to me for extra information. 
  3. Focus on uncovering the real needs of your prospects and clients – then if you need help I’ll provide it.
  4.  I’d like you to make one more new business call EVERY day! 
  5. Before you present anything practice and rehearse it. I’d be happy to critique you.
  6. Ensure you ask great questions – questions no one else asks, questions about business challenges and opportunities. Let me know if you want some feedback. 
  7. Create and build sensational, unbreakable relationships – I’ll guide you. 
  8. Understand the difference between price and value and find ways to differentiate yourself from “the others” by explaining the difference. Do you want help doing this? 
  9. Set yourself realistic and “stretch” goals, regularly review or update them. Let me know if you want assistance with them. 
  10. Make sure your pipeline contains sufficient qualified prospective customers and know your conversion metrics

So?

If your sales manager hasn’t had time to go through a list similar to mine maybe you might like to share it with him?
 

About the author 

Stephen Pead is a media industry veteran of 30 years with significant experience in direct sales, sales management and general management. He is based in Sydney and specialises in helping SME’s market their businesses more effectively and providing training for salespeople and sales managers.
He can be contacted at [email protected]

 

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