{"id":1126,"date":"2007-08-13T11:33:26","date_gmt":"2007-08-13T16:33:26","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/08\/a-sales-managers-biggest-responsibility\/"},"modified":"2007-08-13T11:33:13","modified_gmt":"2007-08-13T16:33:13","slug":"a-sales-managers-biggest-responsibility","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2007\/08\/a-sales-managers-biggest-responsibility\/","title":{"rendered":"A Sales Manager&#8217;s Biggest Responsibility"},"content":{"rendered":"<p>SellingPower.com offers a terrific how-to article regarding the sales manager&#8217;s role in developing his or her team.  <a target=\"_blank\" href=\"http:\/\/www.sellingpower.com\/html_newsletter\/article.asp?NLid=1&amp;Layout_ID=664&amp;ARTid=3029&amp;nDate=August+1%2C+2007\">How to Ace Your Most Important Responsibility<\/a> is a must read for any sales manager.<\/p>\n<p>The article categorizes the sales manager&#8217;s approach into 5 straight-forward stages:<\/p>\n<blockquote><p><strong>1. Set the schedule<br \/>\n2. Pre-call planning<br \/>\n3. During the call<br \/>\n4. Post-call critique<br \/>\n5. End of the day<\/strong><\/p><\/blockquote>\n<p>A perfect breakdown of what has to happen to coach your team:<\/p>\n<blockquote><p>To ensure the call remains in the rep\u20ac\u2122s hands, sit further away from the buyer than your rep does. Lean back rather than forward in your chair. If the customer directs a question to you, turn it over to the rep. And never speak to the customer \u20ac\u0153executive to executive\u20ac\u009d or do anything else to make the salesperson feel less than equal in the customer\u20ac\u2122s presence. If you feel the need to nudge a call in the right direction, you can do so gently by using a question to make a point indirectly. For instance, if the salesperson suggests the wrong model of product, ask if the customer might also be interested in X product (the right one). Finally, remember to tune into the specific skills you want to evaluate in your rep.<\/p><\/blockquote>\n<p>And there is this suggestion at the end of the article:<\/p>\n<blockquote><p>On a final note, <strong>you might consider creating a checklist to help you evaluate your reps in pre-determined areas<\/strong>. This not only helps you focus your coaching efforts, it helps your reps to see areas of strength and weakness and track improvement over time.<\/p><\/blockquote>\n<p><a target=\"_blank\" href=\"http:\/\/www.selectmetrix.com\/Developing_Salesperson.html\">We offer this checklist today &#8211; customized to your sales rep&#8217;s needs<\/a>.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>SellingPower.com offers a terrific how-to article regarding the sales manager&#8217;s role in developing his or her team. How to Ace Your Most Important Responsibility is a must read for any sales manager. The article categorizes the sales manager&#8217;s approach into 5 straight-forward stages: 1. Set the schedule 2. Pre-call planning 3. During the call 4. Post-call critique 5. End of the day A perfect breakdown of what has to happen to coach your team: To ensure the call remains in the rep\u20ac\u2122s hands, sit further away from the buyer than your rep does. Lean back rather than forward in your chair. If the customer directs a question to you, turn&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2007\/08\/a-sales-managers-biggest-responsibility\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[14,4],"tags":[],"class_list":["post-1126","post","type-post","status-publish","format-standard","hentry","category-communication","category-sales-management"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-ia","jetpack-related-posts":[{"id":871,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/05\/the-enabling-freedom-of-accessibility\/","url_meta":{"origin":1126,"position":0},"title":"The Enabling Freedom Of Accessibility","author":"Derrick Moe","date":"May 2, 2007","format":false,"excerpt":"We've posted about no-email Fridays and those companies that want to encourage face-to-face meetings and phone calls that day. Now ManageSmarter.com offers a different perspective on being accessible - Office Vs. The Field: Accessibility. The premise of their article is to pit one sales manager's opinion against one salesperson's opinion\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/05\/windowslivewriternoemailfridayvs.accessibility-c13amoto-phone-thumb4.jpg?resize=350%2C200","width":350,"height":200},"classes":[]},{"id":1274,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/11\/information-is-money\/","url_meta":{"origin":1126,"position":1},"title":"Information Is Money","author":"Derrick Moe","date":"November 7, 2007","format":false,"excerpt":"One thing that consistently stands out in sales is the ability to gather information. I'm not talking about personal information like family, home, education and the rest. That information is important for building rapport, but many salespeople (i.e. schmoozers) never move past that level. The national sales team with whom\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":679,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/02\/the-cost-of-discounts\/","url_meta":{"origin":1126,"position":2},"title":"The Cost Of Discounts","author":"Derrick Moe","date":"February 20, 2007","format":false,"excerpt":"This topic - discounts - is one that was beaten into my head as a young sales rep. Selling Power offers the article How Much Is that Discount Really Costing You? that cuts straight to the core of discounting. Discounting is a real problem among salespeople and especially one type\u2026","rel":"","context":"In &quot;Sales Techniques&quot;","block_context":{"text":"Sales Techniques","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-techniques\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":330,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/09\/an-open-letter-to-sales-managers\/","url_meta":{"origin":1126,"position":3},"title":"An Open Letter to Sales Managers","author":"Derrick Moe","date":"September 27, 2006","format":false,"excerpt":"Time and time again we see a similar process play out to the detriment of a company. XYZ Company determines that they need to hire a new salesperson and the sales manager is going to spearhead the search. A problematic approach. The primary focus of most sales managers is to\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1134,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/08\/sales-traits-series-accountability-for-others\/","url_meta":{"origin":1126,"position":4},"title":"Sales Traits Series &#8211; Accountability For Others","author":"Derrick Moe","date":"August 16, 2007","format":false,"excerpt":"We continue this week with another mission-critical sales manager trait.\u00a0 This measurement reveals a manager's ability to take responsibility without using excuses for a lack of team peformance. Accountability For OthersThe capacity of a\u00a0sales manager\u00a0to take responsibility for the consequences of the actions of those under their management. This trait\u2026","rel":"","context":"In &quot;Aptitudes&quot;","block_context":{"text":"Aptitudes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1193,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/09\/sales-traits-series-correcting-others\/","url_meta":{"origin":1126,"position":5},"title":"Sales Traits Series &#8211; Correcting Others","author":"Derrick Moe","date":"September 20, 2007","format":false,"excerpt":"Another managerial trait this week that we measure when assessing sales manager candidates.\u00a0 A critical aspect of successful sales management is the manager's ability to hold salespeople accountable.\u00a0 At times that can be like herding cats, but it is still mission critical to developing a top-notch sales team. Correcting OthersThis\u2026","rel":"","context":"In &quot;Aptitudes&quot;","block_context":{"text":"Aptitudes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1126","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1126"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1126\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1126"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1126"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1126"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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