Sales POP - Purveyors of Propserity
Sales Management: The Pain Point of People
Blog / Sales Management / Mar 29, 2016 / Posted by Nikolaus Kimla / 4669

Sales Management: The Pain Point of People

In our previous blogs, we’ve covered a sales manager’s primary pain point and the technology vital to sales management.

Now let’s cover a topic near and dear to a sales manager’s heart: people.

Changing People

Have you ever really tried to change someone? Did you succeed? A “no” answer to that second one would put you in the far majority. This would be doubly true for attempting to change someone on a job level.

It is very common for sales managers to manage by attempting to strengthen weaknesses in salespeople. For example if a sales rep’s strong point is bringing in leads but weak in closing, the sales manager works frantically to make that rep stronger as a closer. In another example let us say a salesperson is a great closer, but isn’t so great it nurturing leads and making them hot–so the sales manager heavily focuses on strengthening that rep at lead nurturing.

This isn’t a criticism of that sales manager–after all, the sales manager’s motivation is to make a better sales rep. But what might make life easier for both the manager and the rep is this: if someone is truly great at something, why not simply make them even stronger at what they’re great at? Returning to our previous example, how about making your lead expert even greater, and bringing that many more leads? And you’ve got a great closer on board–why pester them about lead nurturing?

So as regards people, a sales manager would do well to not to try and change people, but instead to help them to continuously improve at being who they are, and doing what they do best.

Measuring Ability

To do so, you need to be able to accurately measure what each of your reps are doing right. For example:

  • How many leads does a rep bring in? Of what quality?
  • What percentage of leads does a rep “heat up” and make ready for prime-time sales?
  • What percentage of leads does a rep convert to opportunities?
  • What is a rep’s closing ratio—percentage of opportunities closed?

To answer such questions you should be able to turn to your CRM, through which you should be able to see how reps perform in each of these areas, and more. Pipeliner does that—and in fact we’re the only CRM that even provides an Archive through which you can instantly see why sales were won or lost, where they stalled in the sales process, and any other data you need to analyze lost sales.

A Worthwhile System

Now that you’ve got your reps moving along in areas in which they really win, you should now create a system that motivates your salespeople to sell. If you’ve ever seen a salesperson who is really happy with a particular commission structure, you know that when they are they will bend over backwards to sell. The primary benefactor is, of course, that salesperson’s employer.

This is especially important as regards your top producers. If a rep is already outstanding in performance, and you ask them to do even more, their first thought is going to be, “Why should I?” If they’re already at the top of their game, and the system isn’t something they’re totally happy with, why should they put in the effort?

But It’s Up to Them, Too

In the end, though, given a decent system, an even mildly healthy market and a worthwhile product, it is up to the reps to sell. It is their job, after all. While you’re monitoring their performance to see which area they excel in, you should also watch for those that just aren’t cutting it.

If you think they deserve it, by all means give them chances. Mentor them. Coach them. But if you do all that and still see no real improvement, you have to be willing to let them go. You cannot grow otherwise.

Building a Team

The end goal of a sales manager, through mentoring, coaching and evaluating, personnel, is to build a team. That team is constantly shifting as people come and go, so in addition to the other skills already named, hiring and firing must be in a sales manager’s skillset, too.

In summation: You hire the best you can find, get them into the position they’re great at, into a commission structure they’re happy with, and get them all fired up and selling. The ones that don’t make it, you cut loose. The ones that do, you help all you can.

Pipeliner CRM is the perfect tool for precision management of a sales team. Try it today.

About Author

CEO and partner of pipelinersales.com and the uptime ITechnologies, which I founded in 1994 and has since played a significant role in the development of the IT-environment. pipeliner is the most innovative sales CRM management solution on the market. Pipeliner was designed by sales professionals for sales professionals and helps close the gap between the requirements of C-level executives for transparency and the day-to-day operational needs of field and inside sales. I am also the founder and Initiator of the independent economic platform GO-AHEAD!, which orientates itself on the principles of a free marketplace in terms of liberal and social responsibility. Connecting people, the trust of business leadership in terms of values such as freedom, self-responsibility, and entrepreneurial spirit, and strengthening their awareness in order to create a dynamic boost within the economy triggered through spontaneity, all stand for the initial ideas surrounding GO-AHEAD! I studied in Los Angeles and Vienna and received my Masters's Degree in 1994. I am married and have 3 children My Specialties are in: Sales Management, Sales CRM Software, CRM Cloud Solutions, SAAS, Business Strategy, Software Development, "Pipeline Management", Social responsibility, outbound sales, b2b sales, inside sales, sales strategy, lead generation, sales process, entrepreneurship, coaching, mentoring, speaker, opportunity management, lead management, Austrian School of Economics

Author's Publications on Amazon

This is a practical manual covering the vital subject of Sales Management. I firmly believe that sales are the most important profession for dealing with today’s turbulent world and Econo my, for salespeople create wealth and produce peace. But salespeople need a competent, stable leader—and…
Buy on Amazon
Inside this eBook, you’ll discover a series of chapters dedicated to some of the most important areas facing sales today. From the sales process definition to measurement, lead generation, and proven sales techniques, this comprehensive eBook will provide you with the information you need to…
Buy on Amazon
A common term in sales today is EQ, which stands for “emotional I.Q.” It means the skill a salesperson has in reading emotions and utilizing them in sales. It means empathy and a number of other abilities. The short version is, it’s an I.Q. when…
Buy on Amazon
People are smart to question the future of automation, for it has become part of everything we do. With the quantity of applications and technology around us, we yet still crave more. We become convinced of its power when our package is delivered from Amazon…
Buy on Amazon
Sales management isn’t a simple subject by any means. But at the same time, it does have some basic and somewhat simple fundamentals—and that is what we are bringing to you with this book. First come pain points of sales management, and how to overcome…
Buy on Amazon
Today the Internet has transformed a seller's market into a buyer's market and author Nikolaus Kimla states that the role of sales has never been more crucial. It is now time to give salespeople the role they factually can play: entrepreneurs within the enterprise. They…
Buy on Amazon
This is our public declaration of the intentions behind Pipeliner, and our objectives and motives for the product and for our company. Behind the development of that CRM application and, in fact, behind everything we do, we have a real cause. The story begins with…
Buy on Amazon
For the future, there must be a perfect balance of humans and technology. You have to have the perfect technology, andthen the perfect human being in application, performance and presentation. Today and into the future, it’s a 50-50 balance. In the past it was perhaps…
Buy on Amazon
The salespreneur is based on the concept of the entrepreneur. Before we can explain the salespreneur, you have to have some understanding of the entrepreneur. The entrepreneur plays a crucial role in any economic system. The entrepreneur seeks out information that can be utilized for…
Buy on Amazon
A seasoned captain would never leave port without a competent navigator. In a similar way, a sales manager might be a total ace at "commanding the ship" – at inspiring and coaching sales reps, pointing out and getting agreement on making quotas, and keeping everyone's…
Buy on Amazon
..
..
..
This website uses cookies. By continuing to use this website you are giving consent to cookies being used. For information on cookies and how you can disable them, visit our privacy and cookie policy.