This is the second post in a series, "How to Get the Most Out of Your Sales Team." Check out the first post in this series here.
Last week, I started a series on how you, as a sales manager, can get the most out of your sales team. This week, I'm focusing on working with them in a way they like to be worked with, and how they want to be managed.
NEWS FLASH: You can't do that if you don't know your salespeople. The only way you'll know your salespeople is if you spend some time with them and ask them some questions about what they like, what they don't like, and honestly... what motivates them.
If you're a CSS client, you have a fantastic tool in the resource center you can use today: The Growth Guide. It's a great tool to help you get to know your team and your people, including what they like, what they don't like, and the best ways to manage them.
Manage Your Team Like They Want to be Managed
Here's what you need to do. You need to set aside some time to sit down with your salespeople and ask them some questions from these four categories to learn what they like (and what they don't like) about their jobs.
- What do they like and dislike about their jobs? This will give you insight into ways you can motivate them.
- How do they like to be coached and supported by their manager? We probably don't ask these questions very often, but if you do, it will help you, as a manager, get the most out of your salespeople.
- What are their goals and what do they want to achieve? Is it economic? Career? Promotions? What gets them excited to work?
- What motivates them? Money? Recognition? Prizes and games?
Every person is different, and this is why you need to spend some time asking these questions and getting to know your salespeople. When you get to know your people, you'll learn ways to best manage each individual, and when you know how to best manage them, this is very motivating and helps performance.
As you're looking for ways to get the most out of your sales team, make an effort to get to know each individual person on your team to guide you in best ways to manage them, which can lead to better sales results and get you and your team one step closer to improving your sales performance.