Are you protecting your sales team from failure or disappointment so they won't get discouraged…
The Part-Time Sales Management Assessment is designed for those who carry many responsibilities including your sales management role. It’s the perfect compliment for those implementing the Part-Time Sales Management (PTSM) System. The 15-question sales management assessment will help you quickly identify how well you are applying the elements of the PTSM system. Performing a self-check once a quarter is recommended to stay sharp and allows you to set specific areas to work on improvement. There is always room to be a little bit better. After 15 years coaching sales teams I am still pushing myself to perform better. I do this for one important reason….., so every person under my leadership has the greatest chance at being their best.
- Do you have positive beliefs about your salespeople? If you have any doubts you will need to correct that in your mind or in their performance.
- Have you clearly communicated the company goals to individuals and to the team in general? Furthermore, would they be able to recite them back? Would they be able to at least show you a document that shows that they understand what the company goals are? When your team knows the company’s goals, they can do a better job for you.
- Are your job descriptions and compensation plans documented? And most importantly, are they understood by your sales team? For example, recently I had a salesperson read over their job description. I scheduled a meeting to discuss it and have any questions answered. There were no questions, however, when I started going through some of the more complicated areas of the document, there was some confusion. At this point, I was able to explain things so they understood the expectations of the company. In other words, don’t just have your people read your goals and think that they understand. Review with them and make sure they understand.
- Do your salespeople have sales plans with key measurements that you can monitor on a regular basis?
- Is your CRM working properly? And is it being used by your staff in ways that allow them to do their job better? Furthermore, is it working to help them find more sales and find more marketing opportunities. I want my sales teams to be able to challenge me and ask, “Can our CRM do this? Can our CRM do that?” I want them to keep pushing to make the CRM system work for them.
- Are you having ongoing training available for your team so they can continue to improve?
- Have you provided the proper product knowledge they need to be able to be successful in their role?
- Is there a hiring process documented and do you use it on a regular basis when you’re hiring new staff?
- Is there an onboarding process documented? In addition to that, do you have people and other departments supporting you in the onboarding process?
- Are you preparing yourself for your one-on-one meetings with your team? In other words, don’t just show up. Do a little homework and be prepared before those meetings.
- Are you sticking with your meeting schedule and keeping rescheduling to a minimum?
- Do you encourage discussions in your meetings or are you the one doing most of the talking?
- Are you making time for impromptu conversations when your salespeople need to have a discussion with you?
- Is there anything you can do to help your salespeople sell more? You should always be asking yourself that.
- Are you looking at all the indicators before making important decisions? Consider not only the metrics regarding the team and the individual goals but the systemic indicators as well as the cultural indicators? Of course, you don’t want to jump into a quick decision without looking things through.
The Part-Time Sales Management Assessment and System are designed for you as a leader to be doing less work with your team tactics and more work solving systemic problems, identifying new strategies, and providing them useful tools.
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