Deprecated: mysql_connect(): The mysql extension is deprecated and will be removed in the future: use mysqli or PDO instead in /home/a26f9f83/public_html/articles/includes/config.php on line 159
5 Secrets to Managing Your Sales Manager Productively > NetSparsh - Viral Content you Love & Share

5 Secrets to Managing Your Sales Manager Productively

Many people believe that the main reason for representatives leaving their organisation is that of money in that they leave for a bigger salary. In fact, the biggest reason why people leave organisations is that the role they are doing is no longer offering any challenge or excitement. The second reason is due to the behaviour and capability of the immediate line manager. More often than not, the two are strongly linked with the manager taking little interest in the representative's development and as such the representative feels under valued and bored due to the lack of attention and challenge.

Often the blame is laid at the manager's door, but the representative must take a share of the responsibility also. The trouble usually arises when expectations are not laid out "on the table" with both parties unaware of each other's needs, motivations and expectations. The end result is often a lack of trust and respect between the representative and manager which leads inevitably to conflict. A good manager will ensure that a "contract" is created between the manager and the representative and that this contract is "two-way" but unfortunately this rarely happens and if any contract is put in place it is 2one-way2 with the manager outlining what he or she expects from the representative and not the other way around.

So how can you avoid this conflict and start to work productively with your manager? Act on these five secrets and watch the relationship with your manager grow.

Secret 1: Learn about behavioural styles and find out what your own is and your manager's. Compare the two and if there are differences then work on these differences by matching your manager's body language very discreetly. Match their tone and volume of voice, remembering not to mimic only discreetly match. Look at their eye movements and do similar. Again, do similar with body movements. When you start to discreetly match their body language you will be amazed that they start to match yours also. This is the start of the rapport building process and this goes a long way to start the building of trust.

Secret 2: Contract with your manager by getting agreement about how best the two of you are going to work together. Ask questions such as:

"What are your specific expectations of me as your representative?"

"What are my specific objectives and how am I going to be measured?"

"What behaviours annoy you?"

"What motivates and de-motivates you?"

"What reports do you want? When do you want them? What content?"

"How often do you want to visit me in the field?"

Contracting is all about managing expectations. A good manager will always outline his or her expectations and will ask you about yours. Once you both are clear about what each other's expectations are, then this is another building block in the foundations of trust and respect.

One of the hardest lessons I learned was when I did not contract with a senior sales manager. We had completely opposite behavioural styles, which meant that we didn't get off to the best start. He thought I was too energetic, flighty and too much of a risk taker and I though he was too detailed with no personality and constantly stuck in front of spreadsheets. We were in constant conflict because he asked me for reports that I could see no reason for and I was frustrated when he ignored my pleas for more training budget. If we had contracted and discussed our similarities and differences and how best to work with them, we may not have had the conflict that we did have. The result of this "personality clash" was that there was little trust and respect between us and very little communication. Meetings between the two of us were, to say the least, fraught!

Secret 3: Ask for regular feedback on your progress. Ask your manager to coach you. Be pro-active and do not wait for your manager to come to you. On the other hand do not always be seen to be reliant on your manager and give them space. Agree this area of support in your contract. A great time to enlist this support is on field visits. Ask your manager if some time can be "protected" during the field visit to discuss your progress and for them to coach you through any ideas and, or, challenges you have.

Secret 4: Be seen to be a support for your manager. Management can be lonely and stressful particularly if the manager isn't managing their boss particularly well or if the company and/or team results are not doing as well as expected. Be supportive and offer to take on extra tasks. These tasks will not only make space for the manager to work more productively and strategically they will also enable you to develop your own capabilities. Be careful to ensure you manage your team-mates expectations here too. Being seen as supporting the manager can be taken the wrong way by some of your colleagues and on occasion, the less enlightened representatives can see this behaviour as threatening.

Secret 5: Go with your instincts! If you feel that the relationship with your manager is starting to go sour, then immediately call a meeting and openly discuss your feelings. To make this easier than it may sound, again build it into your contract right at the start. Something like, "If I feel our relationship is not what it should be, can I address it immediately as opposed to letting it linger?" Do not where possible discuss your feelings with all of your sales team. You will find some people very supportive and helpful but you may also find that some may go out of their way to reinforce the feelings you have thereby making it more difficult to address with the manager. Always best to tackle these feelings head on without referring to your team mates. If you have a coach, then they are often the best people to enable and support you to handle these situations.

Relationships between managers and representatives usually deteriorate because there was little trust in the first place and as a result openness is not usually achieved. Follow the five secrets and you will go a long way to ensuring a lasting and productive relationship with your manager.

Allan Mackintosh is a professional management coach who after 19 years in the pharmaceutical industry started his own management coaching consultancy, Professional Management Coaching. He is a successful speaker and has recently turned author, having had his first book, "The Successful Coaching Manager" published in August.

Allan can be contacted on 01292 318152, e-mail allan@pmcscotland.com or visit his website at http://www.pmcscotland.com

In The News:

This RSS feed URL is deprecated, please update. New URLs can be found in the footers at https://news.google.com/news

Radio Ink

Meet One Of Radio's Best National Sales Managers
Radio Ink
At the Radio Show in Orlando next week, Matt Cowper's name will be announced following the Advertiser Breakfast, Thursday morning. Matt is a Radio Ink Radio Wayne finalist in the Stu Olds National Sales Manager category. The Beasley Media Vice ...


Sandler Training in Denver, CO Announces New Sales Management Course
Benzinga
Denver based sales training experts Sandler Training by SalesGrowth MD, Inc. have announced the launch of another 12 month leadership course geared to sales managers. This comprehensive 12 month course consists of 12 monthly 4 hour modules on ...

and more »

Six CRM best practices for sales managers
Security Systems News
If there is one thing all sales people can agree upon, it's that most companies have a poor CRM process. Fortunately, most of these challenges can be corrected by the sales managers, so I've decided to offer the six best practices that I've seen help ...


Forbes

On CRM: Why Did Service App Zendesk Buy A CRM Company?
Forbes
Today's intelligent CRM users demand not just sales or service capabilities but sales and service capabilities.

and more »

The Real Deal

Millennium Management pays $30M for medical office buildings in Broward
The Real Deal
Health care real estate investment trust Welltower just sold two of its medical office buildings in Broward to Abraham Shaulson's Millennium Management for $29.2 million. In two separate deals, Welltower sold the Manorcare Health Services nursing care ...


Enterprise Irregulars (blog)

Using “Win Themes” to Improve Your Sales Management and Increase Win Rates
Enterprise Irregulars (blog)
Yep, forgot to ask that one. And, of course, that's the most important one. As I sometimes need to remind sales managers, while the process is great, let's not forget the purpose of the process is to win. (I've even met a few sales managers so wedded ...


mediabistro.com

Title Manager, Penguin Publishing Group
mediabistro.com
Penguin Publishing Group is seeking a detail-orientated Title Manager to join their Sales team. Working closely with the Group Sales Director and Imprint Sales Director, this highly visible and fast-paced role is responsible for the day-to-day ...


Survey Finds 2 out of 3 Businesses Are Not Realizing Full Potential of CRM to Inform Sales Strategy
Benzinga
Two out of every three business leaders using a customer relationship management (CRM) platform have yet to implement sales forecasting, backend integration and social network integration to help inform sales strategies, according to a new report from ...

and more »

Director-Portfolio Management
Built In Chicago
Own and oversee portfolio, account and individual fridge performance against our revenue goals;; Manage and grow high-profile accounts, acting as a post-close counterpart for VP of Sales, and reporting directly into the Chief Revenue Officer;; Track ...


Rental Equipment Register

Vandalia Rental - Sales Manager
Rental Equipment Register
The successful candidate will work in partnership with the Branch Managers and Operation Manager to evaluate and grow our business through each of the rental locations. The Sales Manager will be on the Strategic Management Team and will fully ...

Google News

How to Beat the 80/20 Rule in Sales Performance -- Part 2

Another key reason why companies suffer from 80/20 performance is... Read More

6 Common Mistakes in the Sales Hiring Process

Is lack of sales results, more sales training costs, months... Read More

Train a Winning Sales Team: Rounding Third and Heading for Home

Although I never met the man, I imagine Lou Boudreau... Read More

Snowflakes Improve Holiday Sales

Snowflakes are beautiful!For the Winter Holiday sales season handcrafted snowflakes... Read More

Commodity Sales Prospecting - How to Stand Out From Your Competitors

I have received a number of requests for advice from... Read More

How To Become A Better Sales Manager

YIPPEE! Kendra won, or should I say, "She was hired,"... Read More

How to Improve Your Management Procedures Usability

Are your people consistently following your procedures? Each year, organizations... Read More

Accepting Responsibility for Your Sales Success

That we live in a time of relentless and pervasive... Read More

The Differences Between A Commercial Collections Agency & Lawyer

If your letter writing and phone calls have all failed... Read More

All Small Businesses Need to Gather Community Intel

How well do you know your community? As business owners... Read More

It?s Time For A Sales Management Revolution

Are you dog tired because of the way you manage... Read More

Do You Know How to Fire Up Your Sales Staff (When Money Isnt Everything)?

Money is the only thing that motivates a salesperson, right?... Read More

Overcoming Sales Objections for Small Business Networks

Do you need help overcoming sales objections? Do you sell... Read More

Speed-up Your Sales Cycle

This week's article is my response to a question by... Read More

Producing Premium Performance

One of the major issues that arises in managing a... Read More

The ACCOUNTABILITY Challenge for Today?s Business Management

In today's 24/7 driven business word, accountability is becoming a... Read More

How You Can Raise Your Business Earnings By 50% With An Age-Old Magic Truth

Imagine increasing your business earnings by 30, 40, or 50%.... Read More

Are Your Business Proposals Losing You Sales? 10 Steps to Get the ?Yes? You Deserve

Your ability to write an effective and persuasive business proposal... Read More

The Benefits of Catalog Sales For Your Business

Things to watch out for when selling your product in... Read More

The Four ?D?s of Sales Management

Recently I stumbled across some notes that I had kept... Read More

How to Organize a Seminar or an Event

Seminars and events have always been implemented as a holistic... Read More

10 Things to Help Your Business When Sales Are Slow During the Holidays

Twiddling your thumbs and waiting for some business to come... Read More

5 Secrets to Managing Your Sales Manager Productively

Many people believe that the main reason for representatives leaving... Read More

Investing in Your Sales Team

While there's no easy answer to this question, there are... Read More

Hiring--A Vital Key In Sales Management Success

Recently, I was asked to spend some time on the... Read More