Sales managers… What are you doing for your staff? I know you hold training session, set goals, monitor performance, and keep people accountable. We all do that, but what separates great sales managers form the average is the ability to help sales people build good habits, learn discipline and follow a system.
I know we want every sale to be form fit to the customer based on a relationship we have developed and leveraged over time to help us develop an ideal solution for each client. And I also know that most sales people will use this desire for appointment customization and relationship building to fight you on the development of any sort of system, but I am here to tell you this could not be further from the truth. systematization is central to effective selling. It keeps us on track, it prevents us from forgetting key steps in the process, and it ensures we are efficient with our time.
So ask yourself: Have I helped my staff to develop a solid selling system that works?
This does not have to be complicated, but it helps to have a strategy. Imagine a football team trying to play a game with no pre-set plays? Are they inflexible and unable to customize when playing from the playbook? No, but they do have a set of pre-set strategies they can implement. My goal for my staff is to provide them a strategy in the form of a framework to follow and then give them a series of plays to run based on what they find that way they feel free to do what they need to but they are never far from the known path.
For an appointment setting call for my staff the framework looks like this:
I have them write this on a piece of paper and make sure they have covered every point before asking for an appointment… The “Plays” are how we move from point to point depending on how things are going…
So let me ask you this: Does every member of your team have a well thought out strategy or are you letting them shoot from the hip?