A typical problem of sales managers is a lack of skills and training in sales management. That is because they are usually promoted because of being good in sales, which is something completely different than being a good manager. That is at least claimed by Brian Tracy, American speaker and consultant, one of the world's leading personalities in the field of personal and professional development.
In a recent article on his blog, Brian Tracy describes the "Law of Three" which says that 90% of all our results, and therefore of our income, consist of three daily activities. For sales managers, the activities are 1) recruitment, 2) training, and 3) management of sales people. Each of these three basic prerequisites of success are then divided into three further areas.
1. Recruitment
The sales people you choose for your team must first and foremost be focused on results. Secondly, however, you must clearly communicate to them what results you expect from them. The third important prerequisite for a successful recruitment of sales people is their personality - their potential fit into the corporate culture.
2. Training
First, identify the key selling skills your people will need for your particular market. Second, train and cultivate the skills. Third, follow up with the newly learned skills and strengthen their use in practice.
3. Management
The first key to manage sales people is to clearly define sales targets and quotas for each individual. The second requirement is to create a plan for addressing clients, arranging appointments, following up, etc. The third prerequisite is a daily motivation through the set objectives.
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