As a sales manager, you are responsible for the performance of your entire team. That includes how it functions on all levels. Studies show that salespeople that receive coaching from their managers often perform significantly better than those who do not. But what should you be coaching your team on?
Unfortunately, this is a question with many variables, which can quickly become a time consuming and expensive process. From ineffective training techniques to fad leadership tactics, it can be difficult to know what areas need improvement.
Your Attitude Matters
The good news is, as the old saying goes, attitude is everything. One area many teams are focusing on is training behavior of sales agents. This is not limited to simply promoting good communication and manners, but extending to all areas of behavior and client interaction.
When sales managers take an active role of encouragement and guidance, the entire team’s performance is lifted. Through pro-active measures, you can create a more cohesive team that is eminently focused on achieving your sales goals.
However, before you can fix the problems in your sales department, you need to know what they are first. The best way to do this is to monitor sales team performance. You could use a variety of tools to achieve this, however using an all-in-one app that can record locations, billable hours, and goal setting, as well as other features; makes streamlining (and auditing) the sales process much simpler.
Manage Your Team and Your Sales
MicroManger is ideal for being one such app that can help monitor sales team performance. It allows you to view what your sales process is costing you in travel time, meetings, as well as phone calls. You can determine the cost of productivity, as well as the ROI of your team’s efforts.
Through these (and other) features, MicroManager gives you a look into your team’s performance and behavior; allowing you access to the information you need to formulate an effective, efficient sales strategy.
Tracking and Accountability
Whether your team sells over the phone, via email, or in person, MicroManger allows you to track every moment. Thus, you can easily see who is using time and resources wisely, as well as who needs additional coaching.
What separates MicroManager from other productivity apps is that it produces analytics in real time. As a sales manager, you can see how long interactions with customers are with every member of your team, as well as how long it takes them to travel to each customer, how much time is not billable, and which projects are still incomplete.
Best of all, there are no spreadsheets or log books. You can see which of your sales members are leading the pack, and which ones are falling behind.
A Valuable Training Tool
In using MicroManager, teaching proper sales behavior has never been simpler. Using clear, concise data and an easy-to-follow UI, you can show areas that need improvement in communication, travel, time management, and more.
As it turns out, poor time management and inefficient tracking is a huge revenue waster. According to a recent study published in Harvard Business Review, these factors account for lost revenue in the amount of $50,000 per employee per year.
Once you identify which sales representatives need help in these areas, you will be able to take corrective action and potentially save hundreds of thousands of dollars per year. MicroManager can help.
Communication is Still the Key
Arguably, communication is the main catalyst to making changes in productivity. But while other teams are beating around the bush and hiring expensive third-party coaches and guest speakers, you can use data produced directly from their efforts to monitor sales team performance. There is no grey areas or room for excuses; just better career growth metrics.
Once a change in behavior is set, you can expect a change in sales as well. If you are struggling to get more out of your team’s potential than MicroManager is a secret weapon to keep in your sales toolkit.