I have said it before, and I will say it again – SALES MANAGERS ARE STRUGGLING!
Only 10-20% of Sales Managers are Crushing It! The rest are struggling to make their sales numbers.
They find themselves overwhelmed, overstressed and lacking the tools and training to be the best they can be.
What performance zone is your team in terms of sales to quota?
Over Quota: Crushing it Zone 10-20%
Making a big bonus, your team is pumped and you’re feeling like you are making an impact.
Between 90% and 99.9%: That puts you in the Proceed with Caution Zone
Which means that you and your team are struggling to make your numbers, working long hours, stressed, and maybe making some bonus.
Below 90%: Danger Zone 40-60%.
No one wants to be in the danger zone as it is frustrating, stressful and very overwhelming. The result, your team is disgruntled, you are experiencing turnover and forget about any bonus.
“Leadership is not about making speeches or being liked; leadership is defined by results, not attributes.”
If your results are not there this year, then what are you going to do differently?
My solution to being in the “crushing it zone” next year is quite simply becoming a better sales coach. The research shows that if you do the following:
- Improve your coaching effectiveness
- Get out in the field more frequently
- Follow a proven methodology
You will have a tremendous impact on the performance and results of your team.
Just do it!