SmartPulse — our weekly nonscientific reader poll in SmartBrief on Sales — tracks feedback from sales managers and executives. We run the poll question each Wednesday in our e-newsletter.
Last week, we asked: What kind of sales manager are you?
- Problem-solving: 58.82%
- Developmental: 41.18%
Regardless of what type of manager you are, the key to managing sales performance is to de-emphasize the importance of “making your number.” Instead, develop, roll out and gain agreement on what you’re going to evaluate — ability to get referrals, close for meetings, asking the right questions, negotiating objections, etc. Then create an individual development plan for each salesperson that includes metrics for the key performance areas you have established. Remember, managing sales actions vs. sales numbers will drive greater financial and behavioral results throughout your sales organization.
Stephen Pia is the founder of COACH MEdia and a sales trainer and coach.