To be a successful manager on a competitive sales floor, you need more than just technical sales skills to build a successful team of go-getters. If you can’t motivate your team to hit the phones, you’ll soon lose out on that No. 1 sales spot.
So how do you measure up against some of the best performing management styles around? And how can they drive you to win this year?
‘Cool Teacher’ Management
‘Cool teacher’ styles are all about three key things – Teamwork, learning and leading by example. Group huddles and regular feedback are what makes your team a success, all with a learning culture at the centre of your team dynamic.
What are the pros and cons for your sales team?
The pros and cons with this style revolve around being a teacher and leading by example. The great thing is that you regularly encourage your team to review their performance and continually learn new tactical sales skills.
Whilst you may be super-efficient at listening, communicating and leading, don’t forget the importance of clear goal-setting to drive results and measuring performance on a daily basis.
Tips for maximising potential and driving success
If you have a loose management style and want to take the lead on the sales floor, take a practical approach to your training and motivation by:
1. Setting stretched goals and performance plans
2. Leading by example and getting your team analysing best and worst sales calls
3. Giving practical advice and constructive feedback on a regular basis
‘Team Player’ Management
‘Team Player’ Management does what it says on the tin, with a big focus on regularly bringing the team together to agree a course of action. You motivate your sales team by giving accountability to each member, but the final decision-making always comes down to you.
What are the pros and cons for your sales team?
The pro’s and con’s with this style are all around your visibility of team actions. You give your team accountability for their actions, which helps you to develop an expert sales team, but you tend to forget to share success and provide regular updates to your team. .
Tips for maximising potential and driving success
1. Be transparent with your feedback on decisions when it comes to sales performance
2. Bring your team along on the journey of ‘why’ a process, strategy or decision is implemented
3. Continuously and vocally celebrate successes, big or small.
You’ll keep churn down within your team and create a well-balanced group of number-focused sales experts that want to be part of the journey
‘Military’ Management
Military styles like to get business done… And fast! Delegating is done with force and a tight hold is kept on your team’s sales performance.
You know what goals need to be hit and constantly have one eye on the detailed numbers, from AOV to close rates, you know it all.
What are the pros and cons for your sales team?
By being so numbers focused, you easily see the ‘problem’ areas within the team, and identify how these problems can cause potential bottlenecks within the sales pipeline.
But, while focusing on those numbers and targets is essential, you can forget the importance of listening to your team (and your prospects too!).
Tips for maximising potential and driving success
1. Don’t forget the importance of having strong listening and communication skills
2. Remember to be yourself and let your hair down every now and then
3. Take a moment to engage, encourage and listen to your team
You may lean towards one management style over another, but don’t forget the clear importance of understanding your leadership strengths and weaknesses so you can drive your team to success (oh…and be the top dog on the sales floor).
Find out your true management style and motivate your team to success with the ‘What Type Of Manager Are You?’ Guide – Download it here.
What sales or management tips would you add? Share them with us @LeadForensics #TakeTheLead
A big thanks to our Sales Expert, Ron, for his contribution to this article.
