Ineffective Sales Management: What to Do About It, Part One

At the risk of alienating some of my regular readers who are sales managers, we are going to talk about ineffective sales management today.

 

I recently heard another sales consultant speak and he made a great point about sales management.  He said,

“A sales manager’s job is not to grow sales.  A sales manager’s job is to grow salespeople in quality and quantity.”

I could not agree more.

 

Unfortunately, there are many CEO’s and business owners who ask the sales manager to both sell and manage.  It doesn’t work well.  You get a half-time presence in both roles.  And there are frankly additional reasons […]

Do Your Sales Managers Feel Like Babysitters? Part Two

Do Your Sales Managers Feel Like Babysitters? Part Two

Do Your Sales Managers Feel Like Babysitters?  Part Two

In Do Your Sales Managers Feel Like Babysitters? Part One, we talked about the situation where the sales manager or business leader becomes a babysitter because he or she would rather not have the conflict associated with holding the sales reps accountable to necessary activities regardless of their business performance.

In this article we will take a different approach regarding why you might be feeling like a babysitter.  Maybe you get frustrated because they don’t go do the necessary work, like you did when you were a sales rep.  After all, they are paid […]

Do Your Sales Managers Feel Like Babysitters? Part One

Do Your Sales Managers Feel Like Babysitters? Part One

One of the most consistent concerns I hear from CEO’s and sales managers is the stress associated with having to babysit their sales reps.  They feel like they constantly have to hound the reps to turn in their paperwork, update their pipeline, enter their call notes, and the list goes on and on.  If this sounds familiar then maybe you need to examine if it is something you are doing to cause this behavior.

One of the primary reasons that business leaders and sales managers fall into the trap of being the babysitter is typically because they really want their salespeople to […]