Feel Like Something Is Missing?
The average week in the life of a traditional sale leader is filled with miscellaneous tasks and responsibilities. If we were to summarize a typical week for a traditional sales manager we would expect to see him or her take on the following:
- client appointments
- administrative paperwork
- sales staff meetings
- sales rep ride-alongs
- forecasting sessions
- number crunching
- report creating
- etc.
But, in all that a sales manager takes on in a weeks time there is still something missing…COACHING. I outlined a week in the life of a traditional sales leader because traditionally, successful sales leaders only needed to proficiently balance the basic duties listed above. However, if you want to achieve success by today’s standards then you are working with your employees to build skills, increase knowledge, and harbor personal growth.
Today, to thrive as a sales leader means that you are actively incorporating coaching sessions with your employees, you have swapped out-of-date staff sales meetings for interactive group development including: role-playing, product training, case study breakdown, etc. Doing these things means you have created an atmosphere that breeds employee engagement with the organization, fellow co-workers, and yourself. An engaged employee is a motivated employee and a motivated employee is driven to perform and a performing employee is MAKING MORE SALES.
Upon completing their latest meta-analysis (an analysis of data from more than 152 organizations) Gallup, a social & economic analysis and management consulting company, has “proven that engaged organizations have 3.9 times the earnings per share (EPS) growth rate compared to organizations with lower engagement in their same industry.” -Employee Engagement, Gallup Consulting
For more information on coaching, click below to download the whitepaper: "Creating Coaching Culture"
