One key takeaway from the pandemic is the heightened importance of how sales managers communicate with their teams. Since the beginning, managers have dealt with a myriad of employee issues that require empathy and understanding. Unfortunately, many managers who were steeped in simply telling their teams what to do struggled as those messages fell silent. This was especially true with sales professionals who realized that they had many more employment options given the robust labor market (i.e., power had shifted from the company to the individual).
Like a championship sports team needs great athletes, exceptional salespeople are the lifeblood of a high-performing sales organization. But if you have recently recruited new salespeople, you probably have also experienced how brutal it is to try to hire top talent in today's market. Even during more favorable hiring conditions, hiring sales executives is risky. Every sales manager has horror stories of hiring promising candidates who later were poor performers.
Achieving sales goals is an essential part of sales management. While an annual sales goal may be “imposed” on a sales manager based on a company’s overall budget, this should be viewed as a starting point for planning purposes.
It's been quite a year for sales leaders across the country. Before we gaze ahead to 2022, we want to take a quick look back at 2021, and remember how far we've come. We entered the year with so many challenges and opportunities and tried to share with you what we were learning along the way. Here are some of our most-read posts of the year. We hope that implementing some of these strategies and tactics made your sales teams run more smoothly in 2021.
How often do your well-intentioned sales coaching efforts result in direct pushback or a bit of passive resistance?