Close Every Sales Call

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So you are a Manager...  Keep your hand in and Manage an Account!!

 

Most sales managers when asked will admit that they miss the one thing they used to do all the time - Sell!  It doesn't have to be all or nothing.  In most cases great sales managers, were once even greater salespeople.  Why would any organization want to bench their best players?

 

Assuming you don't have an organization where managers have an account or two.  To start the transition process identify the client you need to cover and work with the salesperson that owns it to insure they are not hurt by losing the account.  Most great salespeople see things in terms of $$.  If you make sure they are not hurt by such a decision most salespeople won't care. 

 

You might need to be creative.  Perhaps you make joint calls to the client for a year before you transition the account.  During that time you help the salesperson grow their territory to earn a like client.  You can also pay double commissions for the same time frame.  Remember you can not be seen as taking something from your salesperson.  If it is viewed that way, it could do more damage than good.  Plan out (with the salesperson involved)  Don't make decisions in a vacuum and without thinking through the impact.  

 

If you were to make joint calls, that sets the stage for the manager to step back if need be and have the salesperson step in.  Having at least one account as a manager, (not just sales managers) can do a lot of good inside of an organization.

 

• Typically the higher up you go, the larger the company you will handle which takes some stress off of your sales team.

 

• Being on the front line (even in a very limited role) you will better understand the competitive pressures your sales team is experiencing day in and day out.

 

• As a manager you will garner the respect of your sales team.  They will attack their jobs knowing their managers understand the territory pressures put on by clients and competitors.  You are all in it together.

 

• The clients that the manager calls on will feel more important as a result.  It will make it harder for them to move away from your company.  

 

• Managers often will admit that they miss the commissions and incentive of a bonus.  Carrying a large client will offer the manager to make a few extra dollars and that is a great incentive.

 

• As a manager you will be less likely to make decisions that affect sales adversely.  Being able to relate to your sales team will keep you connected.

 

• During the transition time it is likely  you will need to make joint calls with the salesperson.  That will build additional raport.

 

Stay on the Field - Help the Team!

 

Managing salespeople and selling aren't the same job — but a good sales manager should never lose touch with what it's like to face a customer.

 

Keeping your hand in can make you a better coach, a more credible leader and a better judge of what your salespeople encounter in the field.

 

Close Every Sales Call draws on my experience as both a salesperson and a sales manager. It goes beyond the sales call into the practical challenges of managing, motivating and developing a successful sales team.

 

If you're responsible for helping other salespeople succeed, get your copy of Close Every Sales Call.