Sales Management Training: The Most Critical Sales Management Undertaking
June 8th, 2011
What’s the number one gripe for salespeople?
Repeatedly, the leading complaint of salespeople is that they “aren’t clear on what’s required of them”.
Defining expectations stands out as the center of excellent sales management, and when you are setting expectations for your sales team, be extremely clear on just what you require from them. On top of that, put a little twist on a sleepy corporate buzz word.
Sales management presentations are loaded with buzzwords and overused expressions. And one of the best ones is to “set the bar high”. This particular worn out buzz word has long been over-used and also abused so frequently that today it entirely lacks any punch. However I would undoubtedly estimate that it still gets utilised thousands of times per day.
Therefore instead of setting the bar high, set the bar “higher” in its place. By doing things this way, you’ll have a starting formula of generating magnificent sales gains, as you are separating yourself from the competition at the same exact time.
Exactly what does it really mean to set the bar higher?
In doing so you are generating a formidable declaration of performance to your salespeople that absolutely nothing less than excellence is going to be tolerated. You’re clearly declaring exactly where your benchmark is and that your standard is higher than anyone else and that’s what’s required of you.
The expectations that you have for your own sales representatives needs to be higher than those the company establishes for them in addition to those they set for themselves. This delivers an extremely formidable message of unrivaled sales performance expectations.
Allow nothing less than the pursuit of excellence and at bare minimum, the achievement of sales quota. This is setting the bar higher. Tell your sales managers to make this issue extremely clear to your sales people as quickly as you can.
Is this sort of standard strenuous? Yes, it is. That is why it’s termed setting the bar higher.
Are you presently pushing for your sales managers to merely match sales quota? For everybody who is, you’re setting targets which are far too low. As an alternative, set the bar higher and you will then achieve far higher sales outcomes for you and your sales organization.
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