You might have a meeting with recruiters about the hiring, or you’ve got to do an interview with some sales reps, or you’ve got to create a report for the VP, and other equally important stuff. The list could go on and on and in the end, you aren’t able to get anything done to bring in more revenue.
As team leaders, the best thing we can give to the sales rep is our care and utmost concern. Unfortunately, though, things don’t go the way we plan due to minute tasks that bog us down. Team leaders are faced with the challenge of managing their time to do the things that will impact the entire team in a good way.
The grumpy sales manager syndrome is nothing new and you might have experienced an episode of it once or twice. You are the leader so it’s natural to be bombarded with so many things to do:
You are swamped with many different tasks and it’s overwhelming you.
Mike Weinberg mentioned this in his book Sales Management Simplified where he discussed all the different sales management myths and challenges. He then explained it in a way that’s both understandable and relatable. In the book, he said that this problem stems from the executive
Company owners or VPs are usually the reason sales managers have a tough time in juggling all their duties and this has nothing to do with the reports they are asking for. Rather, it has to do with the culture that is set within an organization. Executives, for example, aren’t focused on sales and so they don’t do everything in their power to cater to the sales effort.
All the departments in a company or organization are important for the entire operation to work successfully. The marketing team, the development team, and all the other departments you can name are imperative for the organization to thrive. But all these other departments won’t be getting any money unless the sales team brings in more revenue.
Sellers are the ones out there who are battling it out against the others. That is a huge amount of weight for the sales team because if it can’t happen, the company may fire the sales leaders for the lack of good results.
Salespeople are foundations of a successful company and failing to recognize that is a problem. We need a culture that is built around salespeople.
Sales managers don’t necessarily have a defined role and instead, they have interconnecting roles within the organization. For example, if you are helping the team generate revenue, then all your tasks must be related to that. But that’s not always the case.
To define your goal, try to list the things that you do on a day-to-day basis and rate these activities from 1 to 5. (1 if the task isn’t helping you in fulfilling your goal, 5 if the activity is directly related to accomplishing your goals). For instance, a one-to-one meeting with your sales rep to help the CS team increase its revenue is a full 5 rating. The meeting is an opportunity for you to give pipeline reviews with the sales rep to help him close more deals.
Going on key account calls and weekly sales meetings are income-generating tasks and are closely tied to your goals.
On the other spectrum, you can have others complete tasks such as cleaning your inbox, creating spreadsheets to track sales and metrics, and attending meetings not related to your role. Or, if you prefer, do these tasks in your downtime. If you want to clean your inbox, then do it in your downtime. If you want a spreadsheet, then use CRM. And, if you want to attend the meetings unrelated to your task, you can jump in for a few minutes to check how it’s going instead of sitting down the whole two hours.
Assess the tasks and if it’s possible to get an assistant to help you, then hire one. There are several platforms like Upwork where you can find somebody who can do something for you on a project basis. Rating your tasks will make your work more efficient and will give you time for the more important things.
Ask yourself a series of questions before proceeding to every task.
Fives are the obvious things that must happen. Set down the time for your meetings: time for the one-on-one, time for talking to your sellers, and all the other activities that are immediate. You might want to do the interviewing for new hires on a weekly basis or you might want to review resumes on a monthly basis.
You must decide the schedules for the different activities and follow through.
In this way, you can focus on the things that you need to and not be around for things that you don’t need to be a part of. You can also set a time to motivate your team and raise their morale by going to weekly or monthly lunch.
Time is important and your sales reps need your time in closing deals and making sure that they’re overcoming challenges and working effectively.
You are the coach and the sales reps are the players, and the only way for the team to work out is if both the coach and the players work hand-in-hand. If you are bogged down, hiding behind paperwork, and locked up in an office without a chance to connect with your reps, then you are never going to reach your goals.
Applying this to The Sales Evangelist team helped me set the right culture as a leader of an organization.
Money comes through the door when you are focused only on the things that you need to do.
Sales managers and leaders have different strategies in managing their tasks. If you have a story, don’t hesitate to drop me a message or tag me on LinkedIn, Donald C. Kelly.
Check out Mike Weinberg’s book, Sales Management Simplified.
This episode is brought to you in part by TSE Certified Sales Training Program which aims to help sales reps and sales team improve their skills in finding the right customers and knowing the strategies and activities that work. The program also teaches you the right questions to ask in order to build strong values and close huge deals. Go to thesalesevangelists.com/freecourse to get the first two episodes for free.
Audible is also a great avenue for sales learning. It has thousands of books that you can read
and audiobooks to listen that can help you to grow as a savvy salesperson.
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Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth. Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.