Sales Agility Code for Managers
Your reps are all different; shouldn’t your frontline leaders be managing them that way?
Frontline Sales Managers – those who directly manage quota carrying individual contributors – are the lynchpin of sales performance. Applied research shows that companies who invest in improving the effectiveness of their managers are seeing rapid and significant improvements in their teams’ results.
When a VantagePoint Performance client adopts Sales Agility Code, there is an important role for Sales Managers in the coaching, support and adoption of the training.
Sales Managers can play an important role in coaching on specific deals and accounts, by reinforcing the application of what was learned about selling situations and different, effective approaches for each situation. Sales Managers can also help a Sales Person identify and focus on High Impact Activities that implement the different approaches. For example, if one approach involves the re-framing of the perceived problem that motivates the Seller, the Manager can help identify and coach the specific actions that are the company’s Best Practice in re-framing buyer problems.
- What types of leadership style and management approaches are our sales managers currently using?
- How do highly successful managers handle various coaching situations differently than average or low-performing managers in our organization?
- What management and coaching cadences and rhythms do top-performing managers use?
- What are the management strengths and weaknesses in each of our companies’ sales managers?
- What metric do sales managers use most often in their efforts to evaluate sales representatives?
- What are our sales reps’ perceptions of sales manager coaching effort and quality?
By understanding the different types of management approaches that are active in the field, where these different approaches get results and where they do not, companies will be armed with the critical insights they need to drive improved, more agile performance from the most powerful tool in their arsenal: the front-line sales manager.
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