{"id":1753,"date":"2008-10-14T08:22:22","date_gmt":"2008-10-14T13:22:22","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2008\/10\/6-tips-for-sales-managers\/"},"modified":"2008-10-14T06:59:57","modified_gmt":"2008-10-14T11:59:57","slug":"6-tips-for-sales-managers","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2008\/10\/6-tips-for-sales-managers\/","title":{"rendered":"6 Tips For Sales Managers"},"content":{"rendered":"

Sometimes these quick tip articles provide little usable information.\u00a0 This article at Eyes on Sales<\/a> is not one of those articles – there are excellent suggestions within the 6 tips (pay special attention to number 1):<\/p>\n

    \n
  1. Lack of Process – The cure for this problem is to take your time to document the processes associated with finding, acquiring and retaining customers. Don’t make the mistake of focusing only on sales processes, as there are sales support, customer service, operations and many other processes that need to be examined through this exercise.<\/li>\n
  2. Lack of Proactive Funnel Management – The number one problem facing many sales managers in this area is the inability of the sales manager to have clear visibility as to what goes on within the funnel, there are no guidelines against which to measure funnel activity.<\/li>\n
  3. Lack of Preemptive Actions – As a rule, all sales managers should have an action plan in place for all poor performers, all of the time.<\/li>\n
  4. Lack of Training – Sales managers rarely get the training they need before becoming a sales manager. Likewise, very few sales managers conduct ongoing training sessions with their sales team. Selling requires cognitive skills as well as practical skills, which cannot be developed without practice.<\/li>\n
  5. Wrong Selection\/Promotion Criteria – Frequently, good salespeople are ruined when they are promoted to sales management.<\/li>\n
  6. Too Many Administrative Tasks – To many talented salespeople become sales managers and then, due to the environment within which they are working, are forced to become administrative managers.<\/li>\n<\/ol>\n

    You may be\u00a0thinking nothing really earth shattering here, but they are all great reminders.\u00a0 The first tip is one that we find many companies have\u00a0under valued\u00a0and one that needs to be better defined.\u00a0\u00a0Many of the other tips flow from the first one.\u00a0 Whether you are talking about closing sales or hiring sales people, this one little piece of information can mean success or failure.\u00a0 If you need help in defining how a sale is won in your organiztion, check out this information<\/a> from one of our previous newsletters.<\/p>\n","protected":false},"excerpt":{"rendered":"

    Sometimes these quick tip articles provide little usable information.\u00a0 This article at Eyes on Sales is not one of those articles – there are excellent suggestions within the 6 tips (pay special attention to number 1): Lack of Process – The cure for this problem is to take your time to document the processes associated with finding, acquiring and retaining customers. Don’t make the mistake of focusing only on sales processes, as there are sales support, customer service, operations and many other processes that need to be examined through this exercise. Lack of Proactive Funnel Management – The number one problem facing many sales managers in this area is the… Read More<\/a><\/p>\n","protected":false},"author":4,"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_hide_featured_image":false,"_jetpack_featured_image_duplicate_dismissed":0,"_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":[4],"tags":[282,1750,967,213],"class_list":["post-1753","post","type-post","status-publish","format-standard","hentry","category-sales-management","tag-profile-the-sale","tag-sales-management","tag-sales-management-tip","tag-sales-manager"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-sh","jetpack-related-posts":[{"id":984,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/06\/accelerate-the-on-ramping-time-frame\/","url_meta":{"origin":1753,"position":0},"title":"Accelerate The On-Ramping Time Frame","author":"Derrick Moe","date":"June 7, 2007","format":false,"excerpt":"SellingPower.com has released their monthly sales management newsletter which is usually filled with insightful articles. How Long Are Ya\u20ac\u2122 Gonna\u20ac\u2122 Be New Here? is a client study on one company's efforts to shorten their sales ramp time. One of the universal problems all sales managers face is getting new hires\u2026","rel":"","context":"In "Hiring Salespeople"","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1187,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/09\/2-performance-problems-mismanaged-and-misemployed\/","url_meta":{"origin":1753,"position":1},"title":"2 Performance Problems – Mismanaged and Misemployed","author":"Derrick Moe","date":"September 17, 2007","format":false,"excerpt":"Since we work in the sale hiring and management arena, we get the chance to see a sales position from both sides - the sales management side and the sales person side.\u00a0 It is a unique perspective that we discuss often internally. Like most people, we tend to look at\u2026","rel":"","context":"In "Hiring Salespeople"","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1714,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/08\/sales-managers-in-over-their-head\/","url_meta":{"origin":1753,"position":2},"title":"Sales Managers In Over Their Head","author":"Derrick Moe","date":"August 21, 2008","format":false,"excerpt":"Dave Stein has a provocative post regarding some recent poll data about sales executives.\u00a0 This is excellent: Top Five Reasons Executives Are Unhappy At Work Limited advancement opportunities (12.8%) Lack of challenge\/personal growth (12.3%) Compensation (11.7%) Stress Level (7.7%) Job Security (7.7%) For sales executives, I believe there is another\u2026","rel":"","context":"In "Sales Management"","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1567,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/05\/redefining-the-sales-funnel\/","url_meta":{"origin":1753,"position":3},"title":"Redefining The Sales Funnel","author":"Derrick Moe","date":"May 12, 2008","format":false,"excerpt":"This video from Selling Power discusses a unique look at the traditional sales funnel.\u00a0 The author in the video states that the sales funnel has to be thrown out and redesigned based on the prospect's process.\u00a0 The 4 minute video is an excellent discussion on this topic: If you have\u2026","rel":"","context":"In "Sales Management"","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":659,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/02\/sales-management-primer\/","url_meta":{"origin":1753,"position":4},"title":"Sales Management Primer","author":"Derrick Moe","date":"February 14, 2007","format":false,"excerpt":"Selling Power is covering topics near to our hearts this Valentine's Day. A Primer for New Pharmaceutical Sales Managers discusses some of the challenges facing new sales managers and provides 5 key tips. Obviously the context is the pharmaceutical industry, but these challenges are consistent throughout industries. I couldn't agree\u2026","rel":"","context":"In "Communication"","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":63,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/05\/motivating-a-sales-force\/","url_meta":{"origin":1753,"position":5},"title":"Motivating a Sales Force","author":"Derrick Moe","date":"May 30, 2006","format":false,"excerpt":"I'm catching up to some older articles in my RSS feeder and came across this AllBusiness.com article - Managing and Motivating Salespeople. We have an appreciation for tactical management articles. What I mean is articles that take a \"how to\" approach to management. There are plenty of strategic, mile-high articles\u2026","rel":"","context":"In "Sales Management"","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"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\/1753","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\/4"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1753"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1753\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1753"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1753"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1753"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}