A Great Sales Manager inspires loyalty.
They set the stage for their sales team to produce out-of-this-world results.
How? Top sales managers are supportive.
They remove obstacles in the path of closing deals.
A great sales manager provides training and schedules meaningful meetings.
They want each rep to succeed and create a healthy, fun, and competitive atmosphere.
A great Sales Manager knows how to sell.
They're not threatened by the success of others.
In fact, they learned a lot by watching others succeed.
They understand the fire of desire inside and know how to break down a sales call.
Their sales people are trained to try different approaches and consistently close most of their sales calls.
Want out-of-this-world results? Show your team a successful sales process.
Review the steps and measure performance.
What gets measured gets attention.
Make sales meetings a time of reward and recognition.
Be neutral to non-performers.
Show reps what to do and how to do it well.
Provide a safe training haven where sales people can experience the feeling of success.
They will knock themselves out to keep feeling successful.
When sales people feel confident and know what to do, they close more sales.
There's a Universal Principle of Like Attracts Like.
People like to buy from people they like.
'Birds of a feather flock together,' so says Benjamin Franklin.
Latin quote, "As you behave toward others, expect that others will behave to you.
" Folklore presents the idea as, "What goes around, comes around.
" Our outer world is a reflection of our inside state of being.
Cause and effect is the essence of understanding Karma.
We are what we think.
"All that we are arises with our thoughts.
With our thoughts we create the world.
" Budda "Kindness gives birth to kindness.
" Sophocles (447 BC).
Computer techies say "garbage in, garbage out".
Like Attracts Like is discussed extensively in psychology.
It was accepted and used by Carl Jung.
In the book Soar with Your Strengths, by Donald Clifton and Paula Nelson, they talk about Vince Lombardi who used the Like Attracts Like principle with great success.
"Vince Lombardi, famous coach of the Green Bay Packers, led them to two Super Bowl championships.
One day he observed that after most football games the focus was on the errors made during that game.
Mistakes were, in effect, being reinforced for the players.
He decided from that point on only the winning plays would be replayed.
That strategy focuses on, and reinforces the great moments of success.
" The authors surmise that, "as we reflect on our performances and how we felt while achieving some success, we can use that feeling to improve our skills and enhance future performances.
We can rise to new heights and expand our talents, with the same feeling of accomplishment.
" The Ingredients We Use Create the End Result.
Imagine you're in the kitchen to make chocolate chip cookies.
You mix together all the ingredients.
The dough is spooned onto a cookie sheet and placed in the oven.
There's no surprise when a few minutes later, chocolate chip cookies come out of the oven.
There's no surprise because we know the ingredients put into the mixing bowl create the end result.
We don't feel cheated, or believe the world is unfair because an apple pie didn't emerge from the oven.
That would be ridiculous because reason tells us the ingredients for an apple pie weren't put into the mixing bowl.
It follows that an apple pie cannot be expected to come out of the oven.
If we mix positive and negative sales techniques we'll produce mixed results.
Like Attracts Like.
If we contaminate our messages with negative ingredients, we diminish the likelihood of accomplishing our goal.
If your sales reps have trouble with certain aspects of the sales process, say cold calling or closing, give them a tool that can help them internally.
When they feel it's okay to cold call or close a sale, sales will multiply.
An essential tool Sales Manager's can give a sales rep is Emotional Freedom Techniques (EFT).
Each person has unique personal obstacles that limit their peak performance.
Let your sales reps get 'their head on strait' while you provide the best sales methodology possible.
EFT erases unwanted emotions and thoughts.
Each individual can repattern their brains to reflect the reality in front of them today.
EFT is emotional self-care.
It's emotional acupuncture.
By tapping a series of acupoints over the body and focusing on the emotions to dissolve, our mind and body miraculously release those emotions or thoughts holding us back from performing at a peak level.
If cold calling produces anxiety, it's not necessary to trace that anxiety back to an original cause.
What is important is to tap until the feeling is entirely gone and fill the void with a fresh, supportive idea.
Give your sales team the gift of EFT and get out of the way! Remember, show your sales people how to sell.
Demonstrate how to do each step.
Let them practice.
Make sure each Rep, knows what success feels like and what a perfect sales call feels like before their first sales call.
They'll find a way around objections to close sales in order to keep feeling successful.
Help them prepare dozens of questions to keep the customer engaged if things start to go haywire.
Sales training is not complicated.
Be a Great Sales Manager.
You'll keep sales reps longer and they will be happy.
Next, you'll need a new wheel barrel to take all your extra earnings to the bank.