There comes a time when every agency needs to hire a new sales manager.
The owner or administrator can’t keep up with the sales rep’s needs for support, knowledge, and continued motivation.
Let’s be honest some salespeople are big kids with unmanaged ADHD. Their attention spans last a whole 30 seconds.
Let me share the top attributes to use as a guide to follow to ensure you have the right sales manager in place. According to an article in the Harvard Business Review, salespeople have several recognizable attributes.
Below I have laid out my summary of the key attributes that make a salesperson successful.
Here is the summary:
Focus on hitting goals. Evidence has shown that great sales leaders keep their team focused and moving forward with a sense of urgency, regardless of the circumstances.
That is why our Sales Management Done-for-You includes a weekly reporting on hitting goals. Unless your team knows what goals they need to hit, they run around with no target in sight.
Accountability. Seventy-five percent of high-performing sales managers agreed that their salespeople are consistently measured and held accountable against their quota. The leaders establish this culture using a “carrot and stick” psychological approach that sets up a competitive environment.
Accountability is why home care sales management done for you includes a CRM powered by “Playmaker Health.” Having iron grip control of the reps begins with responsibility.
Using our CRM allows us to set up a competitive environment with representatives competing not just within their organization but nationwide for recognition on a bigger stage! Essentially, the command instinct is responsible for creating the peer-pressure and attention-seeking environment that eliminates complacency.
Sales Educator. Sales Management is a mentorship-based profession, and a key differentiator of great sales leaders is their ability to dispense tactical sales advice. The practical knowledge gained from the experiences of participating in sales cycles and managing salespeople—is directly associated with their success.
Sales Process-Driven. Forty-three percent of high-performing sales managers responded that their sales process was closely monitored, strictly enforced, or automated, compared to 29% of underperforming sales managers. Forty-four percent of underperforming sales managers indicated they had a nonexistent or an informal, structured sales process.
That is why Home Care Sales has developed and has a proven sales process. The High-Performance Sales Certification is earned by each sales rep that we place in our sales management program.
Coaching adaptability. Home Care Sales managers understand the many different learning needs of individuals. That is what makes our sales management so successful. We make sure that we hit all the buttons that impact visual learners, auditory learners, doers, and thinkers—we deliver learning content via live pieces of training and coaching sessions.
Also, we provide content in the written word and video. Reps and managers join our coaching sessions with role-play scenarios to work through. See one, do one, and teach one! Become a success with Home Care Sales Management!
Strategic leadership. All sales leaders are battlefield commanders who must devise the organization’s sales strategy to defeat the competition. This requires plotting the best course of action to maximize revenue using the most cost-effective sales model.
Great sales leaders possess the knowledge to correctly deploy field or inside salespeople, segment the market into verticals, and specialize sales teams by product or customer types. This helps explain why there was a 51% quota performance gap between high-performing and underperforming sales leaders last year.
High-performing sales leaders reported an overall average annual quota attainment of 105% compared to 54% for underperforming sales managers.
The sales team is unique and unlike any other department of a company. The best sales organizations have strong leaders who exercise control and establish the code of behavior that all team members must abide by. They employ their experiences to determine strategic direction and coach team members individually.
Most importantly, they know how to keep the team on track and focused on winning.
If you are ready to have a sales team that exceeds expectations, then email Mike@homecaresales.com or go HERE to have your rep managed by HCS
Keep Helping, Keep Serving,
Cheryl Pelekis, RN “The Solutionist”