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The One Thing Sales Managers MUST Do Today


If sales managers could focus their entire time on one effort that would make the most difference, it would be this: coaching sales representatives.

That’s according to Inc., which recently shared a fantastic article highlighting sales metrics research from Jason Jordan, an author and a partner at Vantage Point Performance.

Jordan says this coaching on where to spend time, especially during the early stages of the sales process, is the most critical to better sales results.

“This takes the experience and objective review of a sales manager in order to keep salespeople from being overly optimistic about the wrong opportunities or chasing the next bright shiny object of potential,” he says in the article.

Jordan came to this conclusion after he identified more than 300 metrics that sales leaders say are critical. These metrics, the article says, can be categorized into three groups: sales activities, sales objectives and business results.

Here are a few takeaways from this effort that we believe are important to note.

  1. Sales activities have the greatest degree of manageability by sales leaders.
  2. Sales objectives, such as customer retention and product mix, are more directly in the control of the prospect. 
  3. More than 80 percent of the metrics tracked by CRM and sales systems aren’t influencing in nature. Instead, they’re just about reporting.

The Tellwise Nutshell (TTN): While most of what’s measured is outside a manager’s ability to control, managers must remember that they do make a huge difference. At every moment they can effectively coach sales reps.

Source: Inc., October 2013

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