Sales Coaching Blog

How to Earn My Discretionary Effort. Sales Manager Tips.

Posted by Kristi Shoemaker

October 14, 2011

Think back when you were a sales rep.  How long ago was it? Do you remember what it felt like? Do you remember what put fire in your gut? Do you remember what snuffed out that fire? How did your Sales Manager help you? What did he do that frustrated you? As a SalesWill Kloefkorn Discretionary Effort Session Manager, it is important to never forget what it was like to be in the shoes of your sales producers. Will Kloefkorn, Sales Manager for EcSELL Institute shared some thoughtful ideas with the attendees at the Fall Sales Coaching Summit on how to earn discretionary effort.

How To Earn My Discretionary Effort

Remember one example of when your Sales Manager did something to get your discretionary effort. Some ideas that were shared by the Sales Coaching Summit attendee's were:

- Recognized my efforts
- Gave me training so I could be better
- Set a great example that I could model

Now remember one example of when your Sales Manager did something to hurt your discretionary effort. Ideas shared included:

- Didn't help me grow, formally or informally
- Old school beat downs when things weren't going well
- Focused only on the numbers but then didn't help me figure out how to improve them

Next, ask yourself, are you doing things to encourage or discourage your sales producers? Just remember how it felt and then be the boss you dreamed of.  Three tips to earn the discretionary effort from your sales team:

Lead by example

When you let your light shine, you give people the permission to let their light shine

Be humble

If you have never failed, you have never lived. Remember, we, by default of our profession, fail all the time.

Live by the formula

Neer stop learning. Care about the success of each person on your team. Help them grow. Give them the tools they need to succeed.

Remember, you have to give your team your discretionary effort if you ever want it from them.

Topics: Sales Coaching Summit, Discretionary Effort, sales management skills

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