Is Mark a good sales manager?
Okay, let me share his story first and then answer.
Mark is a sales manager who caters his employees with regular visits. He conducts weekly sales meet and strives to keep everyone updated.
Wait, what? Did you just answer? I heard a Yes. He is a good manager, isn’t he? No, he is not.
After all, who names his employees as ‘escapists’? Yes, he does that. They actually search ways to escape the sales meets every week. They skip those meets; or attend with utmost reluctance.
This sounds familiar to you? Do you know Mark? Oh! Are YOU Mark? It’s alright. We have many Marks out there. You must be one of them or could recognize one of them. Either ways, this article can help your Mark to become a good sales manager.
It is said that a productive Sales Meet credits for the 50% of sales or more. So, this aspect is very important for you and your employees. It’s a multipurpose meet that includes coaching, planning and felicitation. And this quality of the sales meet is unknown to most of the Marks.
Well, here I am to help you out with the most inspiring experience of a sales manager Jack, who increased his 60% sales just by qualitative sales meeting.
Jack has this habit of deciding the topics and listing out the pointers for the meeting way back. This enables him to announce the detailed theme beforehand so that even his employees are as much prepared as he himself.
‘Quality is important than quantity’ and Jack practiced this. While Pre-planning, he made sure to sum up the major topic with utmost detail, even if it meant discussing just one agenda in the whole meeting. At least the issue is solved and about the rest topics, they can be scheduled for the next meet. I mean, there is no point in briefing about 3 to 4 topics and coming out with no solution.
Jack compares the sales meet to the sales call and his employees as his customers. According to him, if time of customers should be respected, then the employees’ time should also be respected. Decide a time, not more than 1hour 30 minutes, for each sales meet and do not exceed even a single minute. Also, starting the meeting on time is very necessary or else you would run out of time.
The lecturer way of any communication is ineffective and ‘boring’. This is the main reason that triggers the employees to skip them. I mean, if what you have to do is, take a nap, then why not stay at home and be more comfortable. Jack makes sure that his employees don’t feel the same.
That’s the reason; he has designed some strategy to maintain the two way communication. Jack divides he meet into 60% his voice and 40% the voice of employees. The discussions are initiated with the ideas and perspectives of all employees.
For Jack, the most essential part of the sales meeting is not training or planning; it’s the felicitation that holds the highest importance. He takes out a part of the schedule to recognize the best employee and reward him/her publicly.
He believes that this role of the sales meet strikes over two major aspect of encouraging the rewarded employee to work even better and motivating others to improve to the extent that they are too recognized for their potential.
Of course it is difficult to manage all the roles of the sales meeting in each meet. But if the strategic scheduling is imbibed, then every aspect will be managed efficiently. You can refer to this schedule that Jack has structured for his sales meet:
Training – 20 % of the total time
Planning – 30% of the total time
Discussion – 40% of the total time
Felicitation – 10% of the total time
So, mark these pointers and enhance your managing skills. Become a Jack and master yourself in holding the most effective sales meeting with filtering out the best capabilities of your subordinates and maximizing your profits.
wordpress theme by initheme.com