It's a bit tough out there for sales managers and salespeople these days. Of course, that's an understatement. Below are five tips that might help.
1) Have your salespeople increase their respective communications to you. If you are not already doing it, ask them to communicate with you bi-weekly for updates.
2) Deflect any negatives into positives. Point out every positive into their reports, and reaffirm their ability to sell. Remind them to stay positive and that it takes more energy to be negative than positive - with less results realized. You are their mentor and their cheerleader. Urge them to redouble their efforts.
3) Offer help. Brainstorm a strategy or value-added offering to help them close the deal. Better yet, go with them. Two is always better than one. In addition, ask where they need the most help and coach them to excel.
4) Direct them to visit with their top ten customers. Next thing you know, they will get an order or a strong referral.
Great Chapter on Sales Management - From
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