In the previous article we mentioned that you are in this position, sales manager, to serve two purposes: communication and leadership. We speak in one of the communication. In this article we will address.
The Management. Direct, means driving a sales team into the future, using the imagination to take a different path to that by now have passed. That way forward is composed of a series of decisions and activities to be implemented now, but effectively, in a disciplined manner, following an order and subject to a plan, a sales force that you have inherited or selected.
management, or find that things done, such as those stipulated in the plan, is part of their business that the manager has more freedom to develop leadership style. At the same time, the fact that new sales managers are not told what to do, in the form of a list of rules and procedures, they create a feeling of frustration, which leads them to wonder, "What should I do now?"
In every company there are many policies, rules and procedures, formal and informal. There are rules that say, for example, "retailers can not give a discount greater than 5%", "the appointment of new dealers is not only on the recommendation of the seller, but the product of an assessment by management, "the amount of incentive may not exceed 25% of core vendors, etc. But such rules do not tell you how to get its people to be effective, or what is the best time or way to go. It is your responsibility. Just need to know that it is very important for survival to do so will effectively, and also it does not violate any rules or regulations while you are doing, and that none of his subordinates are placed in an awkward position because of her.
Many managers fail because they do not understand what your job, what is the purpose of same, that for any other reason. Caen in frustration, either because they do not understand that it is they who have to direct, guide and support (management), because there are the famous "ten steps to successful sales management" or "magic formula" for achieve.
In most of the courses I taught on sales management, I find participants who have already some considerable years of experience in sales, the course will expect concrete answers to management problems are presented to them several years ago. Are sure it is simply a matter of learning some magic formula, because there must be, to apply after your executive job. Do not think, at any time, the problem may lie in themselves, their expertise and hard work have to do it on themselves (behavior change, relationships and concerns), not partners and clients.
Make easy sales management at the level of concepts, management tools and techniques, but the people with whom you work are complex; to them are those who must direct, lead, and now they (sellers and administrative sales) are to be administered. So sometimes it's much easier to do things yourself. But if you become a super seller, its employees will not be developed, will remain dependent, and that's not what you should look.
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