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The Center for Sales Strategy Blog

SPOOKY Things Sales Managers (and Their Team) Should Avoid

spooky things sales teams should avoidIt's easy for sales teams to get busy, get into a rhythm, or get on a roll and just do things the way you've been doing them. Sales managers wear a lot of hats, and it's easy when things are working just to keep them going the way they are going.

Hey... nothing's wrong, right? Wrong. 

Ensure you and your team avoid these SPOOKY things to ensure everyone is effectively utilizing their time and efficiently managing their prospects and accounts. 

FrighteningThings Your Salespeople Should Avoid 

Use these tips when coaching your sales team

  1. Hanging on to prospects who take too long to make a decision. Move on and find another qualified prospect. -- Dean Moothart, Director, Director/Client Solutions

  2. Focusing on every prospect. Use a target business profile, and spend the time upfront to determine which prospects are most worthy of your time, energy, and resources. -- Alina McComas, VP/Senior Consultant

  3. Proposing a solution before understanding the desired business result needed. -- Matt Sunshine, Managing Partner

  4. Not having clear measures of success of a campaign before presenting. -- Stephanie Downs, Partner, SVP/Senior Consultant
  5. Giving up - don't be afraid of being a "stalker."  It takes 7-9 attempts before a prospect often responds to your calls or emails. -- Trey Morris, VP/ Senior Consultant

  6. Rushing the close. -- Stephanie Downs, Partner, SVP/Senior Consultant

Scary Things Sales Managers Should Avoid 

  1. Treating all their sellers the same. 

  2. Expecting consistent results from their salespeople without providing consistent feedback on their efforts. --Beth Sunshine, SVP/Talent Services

  3. Not having a strong talent bank. --Stephanie Downs, Partner, SVP/Senior Consultant

  4. Being aloof. It's an urban legend that sales managers should never get close to their salespeople. Getting close to your salespeople is not spooky. It's a treat! --Trey Morris, VP/ Senior Consultant

  5. Not being in-field for true coaching and development opportunities. --Stephanie Downs, Partner, SVP/Senior Consultant

  6. Hiring the wrong person and not holding out for the right talents. -- Mindy Murphy, Senior Talent Analyst

  7. Hanging on to non-performers too long… it’s not fair to them, the team, or your business.  Better to let them find a better path for their career while you pull in someone who has all the right talents for excellence. --Beth Sunshine, SVP/Talent Services

Ready to improve your sales performance? Avoid these scary things and ensure your team doesn't spook a prospect with these tips for sellers!

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*Editor's Note: This blog was originally written in 2018 and has since been updated.

Topics: sales strategy sales performance