Before an inside or outside expert can help you develop your sales force, there are at least 25 milestones that must take place or the initiative will probably fail. Development has much less to do with content, curriculum, and methodology than it does with the person, or people who will do the developing.
The key to causing this year to be your best year is intention and management. What that requires is a performance management system. Such a system allows you to clarify, measure, and manage your goals, performances and results. All successful people have a similar system.
We do not live our best life simply because we do not know what we really have. Our dominant socialization is to focus on what we do not have and where we have failed. As you look to create your best year, start seeing and recognizing your treasures, talents, successes and assets. These are the real fuel for accomplishment.
I am often asked to explain what we look for when we evaluate Sales Managers. At this point, most experts agree that a good Sales Manager will spend half of their time coaching up the salespeople. Recently, I was asked to share some statistics about sales management coaching – the percentage of sales coaching skills that most Sales Managers have and the amount of time they spend.
Decades ago, astute business owners recognized that they could transfer the core skills and essence of the sports coach to the business place and create outstanding business athletes. Now there isn’t a fortune 500 CEO who does not have at least one personal business/life coach and many have several coaches.