Every sales manager has one goal: getting the most out of their team. You can’t achieve that objective with the occasional large gesture. You have to develop a successful culture that operates on a day-to-day basis. This happens by developing strong habits and winning routines.
After all, a manager fills a lot of roles. You’re the boss, the coach, the confidante. Your policies and personality ripples out through your team, impacting every decision they make. The habits you form, get picked up by your team. By instilling the right procedures at the top, you ensure that your team has the best operational program.
With that in mind, here are seven habits of highly successful managers, setting the stage for ongoing prosperity.
Your team will have to overcome tough times. Getting past failure and maintaining the right attitude in the face of challenging circumstances are key attributes for achieving sustainable success. This starts with you. Your team will take their cues from your response, meaning that it’s critical for you to keep a positive attitude, even during stressful or frustrating situations.
Develop a Repeatable Sales Process
Your sales team shouldn’t improvise every sale. This wastes time and leads to unnecessary confusion. Instead, create a clear procedure that each salesperson can follow for every lead. You might approve a deviation from the program in specific instances, but, for the most part, a clearly-defined process will lead to improved efficiency.
Set Measurable Goals
Create short-term and long-term sales targets. Ideally, these should be quantifiable and objective. Apply them fairly to each member of your team. Moreover, make sure the goals are aggressive but achievable. You want to challenge your team, but not create a situation where you’ve set them up for failure.
Once you’ve set sales targets, you need to make sure your employees achieve them. Keep in contact with each member of your team. Know who might need extra support, and provide coaching for those who have fallen behind. Meanwhile, don’t let yourself off the hook. You can’t expect your team members to remain accountable if you don’t set an example.
Keep Communication Lines Open
Check-in frequently with your team. You should make brief daily contact with each salesperson, and schedule longer sessions on a regular basis (weekly, bi-weekly, or monthly, depending on your specific situation). This routine contact allows you to make micro-adjustments and lets you track market changes in real-time.
Look for Small Improvements
Big, elaborate overhauls are time-consuming, confusing, and expensive. They halt momentum and risk alienating your team. Luckily, there’s another way to react to changes in the market. Use the frequent talks you’re having with your team to make small, incremental improvements. You’ll upgrade your performance slowly, without having to launch clumsy, disruptive programs.
Integrate New Technology
Part of this process of improvement should involve new technologies. Nothing expands productivity like tech. By adding new software and hardware to your team’s processes, you can save significant time and money. You can also improve performance, generating better leads, and boosting your conversion rate.
As a manager, there’s a lot you can do to improve your sales team. However, getting the most out of your team means having the right team members to start with. A strong recruiting partner, like PrideStaff, can help. They can find the perfect talent for your open positions.
Contact PrideStaff today to upgrade your staff with the ideal candidates for your industry.