Raise the Standards…..

For sales managers, everywhere
…not the Goals.
I know. It seems weird, right?
When I look at the top producing teams I work with, it starts with the top. Ownership has standards that need to be met and sustained to keep a place on the team.
One of my favorite clients, Sherry Sheely of Sheely’s in North Lima, OH – an award winning single store operation – has a simple standard to be on the sales team: Write $1,000,000. Every year. Period.
Standards
After that, there are character and competence standards, but the primary standard is met and sustained by everyone. Their turnover is minimal and performance is extraordinary.
Are your standards high enough? Is there operations support to maintain that standard? Take a look…and if you need assistance, let me know.
Now, go help your team to sell something.
oxo,
Jody
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Jump In

For sales managers and sales leaders everywhere

Yes. Jump in. (And jump into this blog…and for the next paragraph or two, resist your temptation to react and disagree…just read….and think about it).

Jump in and get out on the sales floor with your antennae up, looking and listening for opportunities. Those opportunities may or may not be currently being assisted by someone on your sales team. If they are not being helped, jump in and introduce yourself and start asking questions about them and what they’re here to accomplish…what they want, what they think will leap of faithsolve what they want, etc. If they are being helped, then listen and find out what’s happening between the sales associate and the customer. Are they on track to do something today? Is the salesperson struggling with some aspect of the sale – the sales process, product or procedure? If they are, you need to jump in and introduce yourself and find out how things are going and how you can help. Use the opportunity to Be the Example of what you want the sales associate to do. Ask for the sale for them if you need to. Show them how it’s done.

I recommend talking through this approach with your team, but I swear, we do NOT do this enough. In my work coaching and observing on my clients’ sales floors , I watch and listen to sales walk out the door every day, and watch and listen to sales managers TALKING about selling and TELLING salespeople what to do. Instead, JUMP IN and SHOW THEM what to do. Be the Example that they can follow. You will do you more to not only build sales revenue but also to build credibility with your team!

If you get stuck, feel uncomfortable or don’t want to jump in and Be the Example, it’s indicative of something you need to do something about …NOW…before the year, and your goals get away from you.. Reach out! I am here to help you and your team bust down walls and reach new heights! Remember, every player and every team needs a coach to succeed.

Love you,
Jody

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