The weak link in a lot of organizations is sales management. Guess what? More training isn't the answer. What are the shortcomings of sales management, and what are the two aspects that need to be considered? Why does sales management have to address the emotional aspects of leadership?
On this episode, author, consultant, sales management training expert, Ken Thoreson shares on the challenges sales management is facing, retirement, and building the business model that made it possible.
"The balance of emotion and process is what drives successful organizations." -Ken Thoreson
3 Things We Learned
The challenge with only focusing on sales training
Investing in sales training is important, but you must also have sales managers reinforcing it, endorsing it, and staying on top of it.
The one thing that determines the success of a sales manager
The number 1 identifier of an excellent sales manager is having a marketing plan in place to find salespeople. You must have the right people, with the right motivation and level of excellence, and that means you should always be actively in recruiting mode, even if you don’t have room.
How to build a business model that multiplies your impact
Technology has given us the opportunity to recreate our presence. We have to build a business with multiple levers, consulting, productization and recurring income. Through residual revenue you can contribute forever, and the cash register can keep ringing even when you aren’t working.
Sales management outside of the realm of sales training is largely misunderstood and even overlooked, creating a disconnect between what people are taught and what’s actually followed-through on. The question every sales manager should be asking themselves is how do you build a process for success? You have to have motivation, a process, and also command excellence. There has to be an understanding of the emotional impact but they also have a process to make sure salespeople excel.
Ken is an author, consultant, sales management training expert and the President of Acumen Management Group. Go to https://www.linkedin.com/in/kenthoreson/ to connect with him or email firstname.lastname@example.org.