The Coaching Effect Blog

The Coaching Effect Blog

    The Most Simple Way To Be A Better Sales Manager

    by Stacia Jorgensen / January 1, 2016

    The Most Simple Way To Be A Better Sales Manager.pngTop performing sales managers have top performing sales teams for a reason. It’s not chance. It’s not luck. It’s not being in the right place at the right time or just randomly gathering the most awesome sales reps for a team and then sitting back to watch the magic happen. Instead, these successful sales managers behave differently. There are certain practices and characteristics of these individuals that make their teams perform at higher levels.

    We have uncovered some of these behaviors in our recent work using empirical data we have collected from both sales reps and sales managers. What our data tells us is that sales managers who perform at higher levels do indeed behave in different ways. This isn’t just what we think. Instead, scientific evidence shows us the path to higher performance. (You can check out some of these results here and here.)

    Our newest finding adds yet another piece to the puzzle of what makes a sales manager a top performing one. What makes this discovery even more exciting is that the behavior the data is showing as impactful is just about the simplest thing you can do.

    Are you ready for it?

    Top performing managers complete coaching activities.

    [I’d insert a mic drop here, but let’s discuss this just for a second.]

    Using our ONE-UP Sales Coaching Cloud, we are able to look at actual real-life interactions of sales numbers and coaching activities. At the very core of the variables upon variables that help us understand the world of effective sales coaching, we see that one of the most impactful behaviors a sales manager can do is to engage with their reps in high-impact coaching activities. These activities include:

    • One-to-One Meetings
    • Joint Calls
    • Team Meetings
    • Sales Call Evaluations
    • Sales Skills Review

    (Are you doing these things? Regularly? If not, we should chat.)

    Here’s the bottom-line: Top performing managers are sales managers who are more consistent and disciplined about engaging with their reps in scheduled, purposeful, and strategic ways. They are managers who prioritize their one-to-one time with their reps. They are managers who actively participate in (and document) joint calls, sales call evals, and sales skills reviews. They are managers who see the importance of gathering their reps together for productive team meetings on a regular basis.

    Our data shows that sales managers who complete more high-impact coaching functions have sales teams that sell more. This isn’t luck. This is purposeful action. If you’re looking for the simplest way to becoming a better sales manager, here’s your answer: complete coaching activities. 


     Want to make your time in these sales coaching activities as productive as possible? Then attend a Sales Coaching Event or subscribe to our newsletter list: 

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    Tags: Coaching Sales People

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    Stacia Jorgensen

    Stacia Jorgensen

    Stacia Jorgensen brings an array of experiences and invaluable expertise in data collection, analysis, and research reporting to the EcSell Institute as the Director of Research. As part of her role, she leads all research initiatives, the creation of coaching performance assessments, and was instrumental in helping EcSell translate coaching into a series of measurable metrics. Stacia’s goal is to help EcSell’s clients discover actionable insights surrounding coaching effectiveness that allow them to achieve the highest levels of performance. Her research discoveries now provide sales leaders a never seen before view of team performance that is changing how teams are coached, led and managed. Supporting EcSell’s highly collaborative culture, Stacia also brings her analytical and thoughtful perspective to every department within the EcSell organization.

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