At EcSell Institute, we are constantly focused on learning more about the activities sales managers should be doing to better lead, coach and manage their reps. Our members are facing numerous competing priorities, so figuring out which sales management activities have the biggest impact on the performance of their sales teams is essential. To this end, we have been examining our Through the Eyes of the Rep survey results to understand the management activities with the highest correlation to reps’ motivation to sell more.
In examining correlations to increased sales rep motivation, we found three sales management activities with the biggest impact: (1) effective one-to-one meetings between reps and their managers, (2) managers’ coaching of their reps’ selling skills, and (3) managers helping their reps reach their career goals. In addition to these three sales management activities, we also found another important and surprisingly simple thing that sales managers can do to increase the motivation of their sales reps: listen to them. Listen to their ideas. Listen to their concerns. Listen to their goals. Listen to their input. Just listen.