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Part 6: Sales Managers behaviours that drive high performance

Posted by Tony Hall on 8 November 2017
Part 6: Sales Managers behaviours that drive high performance

In any organisation the sales manager role is a tough one. They are under constant pressure to achieve top line and margin results, regardless of market conditions. They are also grappling with managing a wide variety of different personalities and challenged to bring people together to operate as a high performing team.

Over the past 20 years we have worked with some very successful sales managers (we prefer to call them sales leaders) and through our Diamond Assessment for Sales Managers we have identified the top 7 behaviours that drive high performance.

These behaviours fall in to three key categories:

  1. Leading - providing the environment for people to grow and flourish
  2. Coaching - improving individual performance through infield coaching
  3. Managing - day-by-day management of the key processes and measures of success

We have shared 5 of these behaviours with you over the past few weeks. Hopefully you will be able to use these as a means to improve your own performance as a sales leader.

The sixth behaviour is Coaching behaviour:
Driving the right behaviours to achieve the outstanding results

The high-performance sales manager works with their team to ensure that sufficient planning is undertaken to drive results from a short, medium and long-term perspective.  They instil an unwavering focus on achieving the desired results among their sales people and motivate them to continually improve.

They work with their team to create clear objectives and actionable goals and they consistently track and manage performance through regular coaching and feedback.

They drive forecasting metrics around customer and prospect potential to ensure that the pipeline is objective and in the right shape to achieve the desired outcomes. This is coupled with a robust sales process that supports proactive customer engagement to achieve results consistently.  CRM is a key component to drive a consistent approach across their team.

They have a clear view and are able to describe the vital sales behaviours they expect to be employed consistently and effectively across their sales team.  They reward and recognise the sales people in their team who demonstrate these vital sales behaviours.  They also assist their people to connect how these behaviours specifically impact on their daily sales performance and ultimately their results.

They create and execute precise action plans for achieving results, clearly setting expectations and performance standards. They then lead, coach and manage their team to be results orientated and that anything less than achieving sales and profit targets is unacceptable.

They have a outcomes focus and demand to finish what's been started. They invest the company and customer resources wisely, with an eye toward maximum return on investment.

Keep a look out for the seventh edition in the series of "The sales management behaviours that drive high performance".

Missed a previous blog in our 7 part series.  Read more here:
Part 1: Sales Managers behaviours that drive high performance
Part 2: Sales Managers behaviours that drive high performance
Part 3: Sales Managers behaviours that drive high performance
Part 4: Sales Managers behaviours that drive high performance
Part 5: Sales Managers behaviours that drive high performance

 

Author: Tony Hall
About: Tony spent the first 15 years of his career in the retail industry in sales, product management, product sourcing & buying, advertising and general management. The past 20 years he has been in sales & marketing, specialising in sales and sales management behaviours. He has worked with sector leading companies within automotive, banking & finance, capital equipment, construction, retail, insurance, manufacturing, media, professional services and IT industries. As a sales and sales management behavioural expert, Tony has assisted clients to achieve incremental growth, increase market share and profitability through proactive customer engagement and robust go-to-market strategies. He has a strong track record of delivering measurable results for his clients.
Connect via: LinkedIn
Tags: High Performance Sales Sales Behaviours Initiatives Sales Growth Mindset Sales Leadership

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