Managers - the field is not just a place to kick a ball around!

I have spent the last few posts speaking to some principles salespeople can adopt in their daily interactions with clients.

I would like to spend the next few posts on some sales management fundamentals.

Today it is going to be all about field action.

Sales managers have the best of intentions. Those I work with have either had successful sales careers or have grown through management ranks. Either way, they are interested in the success of the salespeople who report to them. Of course there are always a few self-absorbed bad apples but I have been impressed by most.

What I have constantly been disappointed in is the lack of field coaching most managers engage in. I would like to pose a question: How do you know WHAT your salespeople are doing in the field if you are not observing their behavior in the field? And I have heard all the excuses - I don't have time, I am always travelling, I am attending funnel meetings with management, etc. etc. ENOUGH. You are doing your team, yourself and your company a disservice by not actively observing your people in the field.

Now - if we are to agree that getting into the field is important - and I would be happy to engage in discussion with anyone who thinks otherwise - then let's look at some principles.

1. Book time to get into the field with your people. Put this on them by indicating this as a Key Performance Indicator. Ensure that this time is secured in your calendar - do not cancel these meetings (think of the message this sends)
2. When in client meetings with your salespeople, observe their behavior more so than the client's behavior. DO NOT LEAD THE CALL and resist the urge to jump in unless prompted.
3. Keep notes on both the positive and the negative aspects of their behavior
4. Following the meeting, spend some time discussing the meeting. Take a coaching approach,asking questions that allow the salespeople to gain insight into their behaviors and look to elicit analysis on what might change the next time.
5. Agree on some changes for the next sales call and look for evidence of this on your next joint call.

I know there is a lot more we can cover on field work but let's start with the basics.

Have fun folks.

Cheers,

Steve