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The Best Habits of Highly Successful Sales Managers

Posted by Jack Kasel on Mon, Dec 23, 2019

In this blog, we discuss the best habits of highly successful salespeople and sales managers.  Being an extraordinary sales manager is grueling and time-consuming. 

It requires attention to detail, the ability to have tough conversations with those who are not meeting their numbers, the desire and commitment to grow yourself and your salespeople, consistent activity and patience. 

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The sales management activities that you perform today create the results that you achieve today.

What activities are you doing now that are creating your current unsatisfactory results?  It is up to us as sales leaders to set higher standards for sales behaviors and hold people accountable so that we get better results.

It is a given that successful sales management requires contributions on many levels:  skill, time, effort, effective execution, and systems and processes to support coaching, performance management and recruiting.

To help understand what makes a successful sales manager, it is helpful to review the Habits of Highly Successful Salespeople

I recently asked the participants of a workshop to identify and share those habits that they believed contributed to the success of their best salespeople.  Below are some of the common habits identified:

  • Develops great relationships
  • Networks regularly
  • Good time management skills
  • Gets to decision makers
  • Selective in prospecting
  • Provides exceptional customer-service

Then I asked them to talk about the flip side of the list – those habits that inhibited or hurt a salesperson’s ability to close more business.  Below are some of the habits they identified:

  • Sells on price
  • Inconsistent prospecting
  • Procrastinates
  • Presents to the wrong people
  • Sells to anyone that "fogs a mirror"
  • Poor prioritization skills 
  • Is too comfortable

How about you and your habits?  What are those habits that you can point to that you KNOW have a positive impact on your team’s sales behaviors and results?  Here are some that I observe and hear about:

  • Coaches in-the-moment to get a deal closed
  • Reports sales results
  • Makes joint calls
  • Sets goals
  • Conducts regular sales meetings
  • Reviews and reports pipeline

This is a good list and with some additions, it can become a great list when we identify the skills of a great Coach, one of the most critical roles of an effective sales leader.  To examine what else you might want to consider, take a look at the following list of elements necessary for successful coaching:

  • Debriefs sales calls effectively
  • Asks quality questions
  • Controls emotions
  • Allows salespeople to fail
  • Implements and manages the execution of a consistent sales process
  • Motivates when coaching based on individual/personal goals
  • Coaches to improve skill and change behavior
  • Gets sales people to follow through on commitments

It’s not enough to just have the skill.  In order for managers to be successful at having a sales team built for growth, the manager must be in the habit of using those skills.

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Being an extraordinary sales manager is grueling and time-consuming.  It requires attention to detail, the ability to have tough conversations with those who are not meeting their numbers, the desire and commitment to grow yourself and your salespeople, consistent activity and patience. 

Like the coach of a winning team or conductor of an extraordinary symphony, you have the ability to positively affect the success and the lives of your salespeople and company. 

 

Topics: sales management secrets, sales management success, Sales Management Training, prospect engagement, develop talent, buyer, sales differences, deal or no deal, extra mile, getting introductions, close the deal, sales challenges, creating new sales opportunities, practice schedules, selling tools, solution, professional sales training, corporate sales training, buyers journey, hire better people

Deal or No Deal?

Posted by Mark Trinkle on Tue, Jul 23, 2019

We've all been there before...I know that I have.

A deal looks good, until suddenly, your prospect comes to you with some final (more on that later in this blog post) requests for accommodations on deal structure, deal pricing, delivery, etc. 

So now what do you do? 

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You have worked so hard to get the deal to this point…surely you don’t want to lose it now.  But then again you were confident of your position and now that confidence is just a bit shaken.  What if you tell your prospect no? 

Will the deal crash?

Coaching salespeople for the last 12 years has caused me to conclude that most salespeople are not very effective at what Objective Management Group calls the negotiator competency.  The competency includes the following 11 elements:

  • Seeks win/win
  • Willing to walk
  • Manages appropriate amount of patience
  • Able to listen & ask questions with ease
  • Controls emotions
  • Goal oriented
  • Problem solver
  • Doesn’t need to be liked
  • Rejection proof
  • Sells value over price
  • Comfortable discussing money

In my judgment, the most powerful of these elements is the willingness of the salesperson to walk away.  Of course, that presumes the salesperson has another deal to walk away to.  As my colleague, Jack Kasel here at Anthony Cole Training Group says, “Weak pipelines make cowards of us all.”  Even the most courageous of salespeople have a hard time walking away (even when they should) if the pipeline is on the thin side.

I have enjoyed reading the excellent book by Chris Voss titled Never Spit the Difference and I can’t recommend it highly enough.  Here is just one nugget from Chris:

No deal is better than a bad deal.

Even with a thin pipeline.  Even with the pressure that is on you to produce.  Remember that an outcome of no deal is always better than the outcome of a bad deal.  And what about the last call from the prospect asking for an accommodation?  Here is my advice.  Assuming you need to go to someone higher up to get the prospect’s request approved…and assuming you want to give the accommodation…ask your prospect what happens if the accommodation is approved?  Where does that leave us?

Never go seeking the accommodation unless you know exactly where you will stand if the accommodation is granted.  Otherwise it might be in your best interest to walk.

Mark Trinkle

Chief Growth Officer

Anthony Cole Training, LLC

Topics: how to close a sales deal, today's buyer, deal or no deal

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    About our Blog

    Founder and CLO Tony Cole has been working with financial firms for more than 25 years to help them close their sales opportunity gap.  He is a master at using science based data and finely honed coaching strategies to help build effective sales teams.  Don’t miss his weekly sales management blog insights.

     

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