There is consistent evidence that demonstrate sales team transformation starts with the sales manager, says Mark Zokle. Sales managers are in a unique position to influence and empower their sales reps to higher levels of achievement. Here, Zokle touches on a few of the issues that sales managers must overcome in order to effectively coach their teams.
Q: How much emphasis should be put on deadlines and metrics?
Mark Zokle: An effective manager understands the importance of time restraints and quotas. However, these are not the only performance drivers. The most successful sales managers place an emphasis on encouraging staff to perform at their best and don’t stress the numbers. A well-trained and motivated sales team will naturally achieve its goals without the added stress of worrying over charts and graphs.