Fun fact: The estimate amount of dollars spent on sales rep effectiveness comes to $20,000,000,000 while the amount of dollars spent on sales coaching effectiveness is too insignificant to measure. This seems all too contradictory since sales managers are far more accountable for revenue earned than the sales producer.
Though we at the EcSell Institute primarily work with sales managers, or coaches as we call them, it’s critical that we know what sales reps need from their managers and what drives them to sell more. What we have found is that the #1 skill managers possess that motivates sales people to sell more is COACHING!
Okay great, managers need to know how to coach. Make a list, do the tasks and check it twice. Done.
Whoa, hold on. I’ll be quite honest and blunt and tell you it’s not as simple as you think and the value coaching has on sales producers is far too meaningful than just making a list and “hoping” your managers are executing those tasks. I can tell you right now they probably don’t even know what the high payoff activities are that when executed with the proper quality and quantity can lead to higher motivation, engagement and increased sales.
Day after day we hear stories from our clients about how they have executed and tracked the five high payoff activities and the impactful change it’s having on manager and rep relationship as well as sales goal. What’s happening after clients start working with us is that usual pain points (turnover, disengagement, wasted training money, lack of motivation to sell) are being flipped upside down.
An even better nugget of gold we’ve found recently through our research and surveys is that sales reps who strongly agree that their manager pushes them to be a better rep and stretches their skills and abilities score their manager almost two points higher on their manager’s overall skills as a sales manager.
Mean score for Pushy Managers (scale from 0-10 high) = 9.28
Mean score for Less Pushy Managers = 7.45
You can find the full article and research behind this HERE.
So there it is. Your sales reps may not know what they need or even what they want, but our research and findings tell us again and again that reps want coaching, especially reps that are millennials (read about the research behind millennial coaching HERE). It’s time to start investing in your managers. That’s what reps really want.
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First step in investing in your managers is to send them to a Sales Coaching Event. Learn more about these events here:
If you want to learn more about how sales departments are creating world-class sales coaching through their management team then download this eBook: