A lot of client conversations in the past week or so have ended
up coming back to the role of the sales manager in creating change within a
sales force. That’s a good thing: the role of the sales manager is absolutely
critical to the process. They will need to walk the talk, reinforce new ideas,
role-model behaviours, celebrate early wins, translate the ideas to make them
relevant to their team, etc. But the most important thing is that they will need
to be coaching their team members.
Because of the criticality of the role of the sales manager
in driving sales results, as well as in building sales capability, through
coaching, I am going to launch a piece of small scale research into current practice in Australia.
I want to get a sense of what is happening out there, how sales managers are
delivering coaching, how sales people are receiving it, and how organisations
are supporting it.
At this point, it will be small scale, as I want to be able
to bring results to share with the Australian sales community as soon as
possible. It is likely that I’ll launch periodic small-scale research to
follow-up on specific areas that come out of our initial quick dip.
I’ll be posting information soon about how to participate in
the research, with both a qualitative and quantitative component.
SURVEY LINK:
Here's a link to the quantitative survey. It is a VERY short survey that should take less than 5 minutes to complete.This is ONLY for business-to-business salespeople who have received coaching from their Sales Manager.
http://svy.mk/11arMqj
Feel free to share this link with your peers, colleagues and friends!
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