The Best Sales Managers Focus on Just 3 Things

As a sales manager, you can make your job incredibly complicated by analyzing lots of charts and numbers…or you can make it simple by focusing on just 3 critical ways to improve team performance.

1. Coach your reps toward higher performance
Observe your top performers and figure out what behaviors drive their success. Make it clear to your team that you want all team members to adopt these behaviors (because they work) and that you will hold them accountable. Then work alongside your reps to guide and encourage them as they practice and apply the “new and productive” ways to sell.
2. Encourage creative and targeted solutions
   Take a page from solution selling training whereby reps don’t reflexively offer the “same old, same old” but probe for a client’s true known and unknown needs. They should provide tailored solutions that will address their clients’ specific problems in a way that makes sense for both the buyer and seller.
   
3. Empower your team
   Guide but don’t micromanage. Give your salespeople clear expectations and boundaries with enough room to breathe and to feel ownership for their clients’ success. That is the way everyone wins.

Learn more at http://www.lsaglobal.com/solution-selling-training/