The Biggest Mistake Sales Managers Make

Updated: November 11, 2010

It's like a professional sports coach. What do they do? They design the best plays and then coach each athlete to use the best techniques and skill sets on every play. That's why they study and break down game film so much.

It's the same with recording calls. As sales managers your most important job is listening to (monitoring) your sales reps during the sales process to make sure they are using the most effective skills. The bottom line is that if they aren't making their numbers, it's almost always because they are delivering poor presentations to unqualified leads. And that is a direct result of not using best practice core selling skills.

So…the biggest mistake sales managers make is monitoring and measuring the results (the revenue numbers) rather than the sales process itself (the actual skills used to drive those results).

If you want to improve the sales performance of your sales team, then you need to stay focused on and monitor what is driving those results - what your reps are saying and doing during their qualifying and closing presentations.

And here's how you do that:

Start scoring adherence to your scripts (or outlines or presentations, etc.). Break down each script into sections and assign a number value to them that add up to 100. Then listen to the recordings of your reps and score their adherence to following the script. Anything under a 90% adherence and you're got work to do.

Featured Research
  • Contact Center Software on a Budget

    Although contact center software is necessary for a modern contact center, it can be outrageously expensive. Many companies find that their budget bloats during the implementation process. more

  • How UC Can Help Your Business Survive the Holidays

    The holiday season is filled with frenzy and excitement for businesses and consumers alike. Consumers prepare gift lists, compare brands and prices, and begin shopping with a vigor that is not present most other times of the year. For many businesses, the holiday season accounts for a large profit bump at the end of each year, and companies strive to exceed their goals and keep customers happy during this rush late in the year. more

  • [Infographic] Switching Phone Systems

    There are a lot of possible reasons you might want to switch to a new phone system. The old one might cost too much or be too troublesome to operate and maintain. It might not be flexible enough. It might not be reliable enough. Or it just might not have the kinds of features and capabilities that you need in today’s competitive business climate. more

  • Business Intelligence Software Cost Guide

    Your choice in a BI (Business Intelligence) provider can lead you to make better, data-driven decisions for your business, resulting in significant ROI. Or it can cost hundreds of thousands of dollars with mixed results. more

  • The New 2016 ERP Comparison Guide

    Selecting an ERP solution is no easy undertaking. You have to select and configure a system that fits your exact business needs. The right system can make operations more streamlined, efficient, and agile. But choosing the right vendor can be difficult. more