The Sales Leader\u2019s role is one of catalyst<\/strong> \u2013 constantly helping their team to keep up with events, to change in the light of events and to succeed. . .<\/p><\/blockquote>\nIf you not only hold your sales manager but your organization accountable to this statement, you will allow your sales manager to react proactively to the revenue goals of the company.\u00a0 This approach is far more aluable\u00a0than forcing them to be a firefighter (constantly having to put out fires).\u00a0 The post goes on to give 7 objectives that a sales manager should be thinking about with their team to achieve superior performance.\u00a0 They are simple, direct objectives, but they provide\u00a0a clear and concise picture of how your team is performing and where effort will need to be placed to achieve your goals.\u00a0 Here are the 7 objectives:<\/p>\n
\u2022 Do you understand their motivators \u2013 what is driving them?
\n\u2022 Do you have visibility of their numbers \u2013 year to date, forecast vs. required performance?
\n\u2022 Activity levels \u2013 are they working hard and smart enough?
\n\u2022 Engagement \u2013 are they talking to the right level in their prospects\/accounts?
\n\u2022 Messaging \u2013 are they capable of delivering an appropriate message at the right level?
\n\u2022 Qualification \u2013 are they only spending time on deals where they can compete and ultimately that they can win?
\n\u2022 Closing \u2013 are they constructing successful campaigns and closing business?<\/p><\/blockquote>\n","protected":false},"excerpt":{"rendered":"
What makes a good sales manager is a question we hear all the time from CEO’s, Presidents and Owners.\u00a0 We have worked with hundreds of sales managers over the years\u00a0and each one\u00a0brings his or her own strengths and weaknesses.\u00a0 One variable that\u00a0is oftened\u00a0overlooked\u00a0is whether the corporate culture allows the sales manager to do the job for which he or she is being held accountable. Jonathan Farrington has a great quote that not only answers the question of what makes a good sales manager, but is also\u00a0the foundation of the sales culture of any organization (emphasis mine): The Sales Leader\u2019s role is one of catalyst \u2013 constantly helping their team to… 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":[31,4],"tags":[624,760,1750,1136],"class_list":["post-1824","post","type-post","status-publish","format-standard","hentry","category-leadership","category-sales-management","tag-managing-salespeople","tag-sales-goals","tag-sales-management","tag-sales-objectives"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-tq","jetpack-related-posts":[{"id":1490,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/03\/the-essence-of-sales-management\/","url_meta":{"origin":1824,"position":0},"title":"The Essence of Sales Management","author":"Derrick Moe","date":"March 28, 2008","format":false,"excerpt":"This is a tough topic because there isn't a cookie-cutter sales manager template that fits for all companies.\u00a0 Our experience has been that smaller-sized companies tend to expect the sales manager to carry a significant quota while larger companies expect the sales manager to manage without carrying a personal quota.\u00a0\u2026","rel":"","context":"In "Onramping"","block_context":{"text":"Onramping","link":"http:\/\/selectmetrix.com\/blogs\/category\/onramping\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":734,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/03\/sales-management-fear-factor\/","url_meta":{"origin":1824,"position":1},"title":"Sales Management Fear Factor","author":"Derrick Moe","date":"March 8, 2007","format":false,"excerpt":"\"Let's be clear, I'm not going to take the assessments.\"\u00a0 That was part of a conversation I had with a sales manager recently.\u00a0 It is surprising how often I have this discussion - either overtly or indirectly. Sales managers are not fans of taking our assessments even though the assessments\u2026","rel":"","context":"In "Assessing"","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/03\/windowslivewriter8ab2dd77d504-111b6multiple-choice-thumb8.jpg?resize=350%2C200","width":350,"height":200},"classes":[]},{"id":802,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/04\/sales-manager-compensation-for-retention\/","url_meta":{"origin":1824,"position":2},"title":"Sales Manager Compensation for Retention?","author":"Mike Cardinal","date":"April 4, 2007","format":false,"excerpt":"A recent conversation brought to mind the responsibility of sales management for the development of both existing and new sales people. Why? Retention. As the employment market has shifted to an \"employee market\" - at least for talented sales professionals - sales management needs to make plans to retain sales\u2026","rel":"","context":"In "Compensation"","block_context":{"text":"Compensation","link":"http:\/\/selectmetrix.com\/blogs\/category\/compensation\/"},"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":1824,"position":3},"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":617,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/the-selling-sales-manager-paradox\/","url_meta":{"origin":1824,"position":4},"title":"The Selling Sales Manager Paradox","author":"Derrick Moe","date":"January 30, 2007","format":false,"excerpt":"We here at The Hire Sense are diehard hockey fans so pardon my analogy. Jacques Lemaire is the head coach of our Minnesota Wild. As head coach, he is obviously in charge of running practices, developing players, coaching during the game and, ultimately, winning games. He does all this without\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":580,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/a-rewarding-culture\/","url_meta":{"origin":1824,"position":5},"title":"A Rewarding Culture","author":"Derrick Moe","date":"January 16, 2007","format":false,"excerpt":"I was talking to a sales manager friend today regarding motivating salespeople. This topic could fill a book, but the key point we were discussing was how managers have to focus on motivations and rewards. He told me of a company he used to work for that rewarded the sales\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\/1824","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=1824"}],"version-history":[{"count":2,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1824\/revisions"}],"predecessor-version":[{"id":1834,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1824\/revisions\/1834"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1824"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1824"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1824"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}