There are two types of sales managers. Most behave like donkey-and-cart drivers, moving sales reps onward with a carrot of reward and a stick of punishment. These reps alternately entice and pummel sales reps into driving sales numbers forward. Stick and carrot sales managers are focused on the destination: they spend their time micromanaging results and obsessing over goals.
The second type of sales manager is engaged in the sales enablement process with a human-to-human approach. These sales managers are visionaries who see the best in even the lowest performing sales reps. Like a guru, they identify undreamed of possibilities for sales reps, and point reps in a new direction, onward and upward. They are energized by the journey to success.
If you’re not sure what kind of sales manager you have on your team, ask yourself: does your sales manager spend most of his or her time harping on results, or is he or she engaged with the evolution of sales reps?
For those cart driver sales managers, it’s high time to upgrade the mode of transport. The work force of today is looking for greater meaning and fulfillment from their work life, and hardened approaches are on the way out. It’s time to treat reps like evolving humans, not donkeys.
Effective sales managers should have a unique vision of success for each representative. They should help reps to see that vision of success, and light a fire of passion for attaining it. This approach focuses on personal growth, thus sales reps derive meaning and worth from their on-the-clock efforts.
The sales manager of today can replace the stick and carrot with a tool of accountability. The accountability tool— likely in the form of a sales enablement platform with performance data— will serve to gauge the success of the manager/representative team. Thomas Monson said, “Where performance is measured, performance improves. Where performance is measured and reported, the rate of improvement accelerates.” Eventually, as the team strengthens and builds momentum, performance and results will soar.
In the age of meaning-seeking Millenials, you’ll achieve greater results by treating your reps like sentient human beings, rather than donkeys driving your ROI.
Accountability is an invaluable sales enablement tool that strengthens the relationship between sales representative and sales manager. Have you found a platform that works for you?
