Recently, I discussed the IPPA Sales and Marketing Workshop and the recruiting epiphany I had in one of the sessions. That session also had some good information on managing teams and working with other teams within the organization. I am already doing most of the things that were discussed, although not as religiously as I would like. The “show of hands” in the session made it clear that very few of us sales managers are taking the time to do some of these things regularly. Following are some keys to our team’s success:
Regular One-on-Ones – I strongly believe that if we want to ensure we are closing business regularly, I need to meet with each of my team members on a weekly basis, discuss what’s in their pipeline, offer them coaching when needed, brainstorm on solutions, etc.
Weekly Team Meetings – I also believe that we should all be pulling toward the same goal, so I foster a team-oriented atmosphere where people help one another for the greater good of the organization. In our weekly team meetings we share success and discuss challenges, and learn from the collective experience.
Cross-Training with Operations – This is a challenge since we have a national sales team, and operations is housed at our corporate headquarters, but we take the time to meet with other departments when we are at the corporate office. Learning more about how our products are serviced helps us when we are consulting with prospective buyers, ensuring we find the perfect match to suit their needs.
Sales and Implementation Meetings – We meet quarterly with implementation to ensure that the sales and implementation teams stay in sync. Changing tax systems is never an easy chore, and we want to ensure the transition is as smooth as possible for our new clients.
We obviously do much more, but I don’t want to bore everyone with minutia. I constantly run into people who are doing things I wish I had thought of – what are you doing to keep your sales team running at maximum capacity?