Making More Of Those Closest To You

Imagine how much more you could accomplish surrounded by competent selling professionals.  I'm not saying the people around you right now are useless, but I hear very few sales or marketing managers rave about their staff.  What can you do now to make more of those closest to you?

This is a powerful strategy that even answers the productivity questions I frequently receive from sales and marketing management.  Cultivating employee relationships with selling professionals is bound by three areas; measurements, production, and motivation.

1. Measurement - Selling professionals do more of what is measured.
2. Production - It's about closing sales and solving problems for customers.
3. Motivation - Each selling professional needs to get something out of their efforts.

Your selling team, yes, that includes marketing professionals, are the only resource you have as a manager.  Improve your teams selling productivity and you'll improve your own bottom line.  To make more of those closest to you ... most managers make the mistake of thinking threats and trickery is necessary.

The basics of motivating sales and marketing professionals is to pay attention to them.  This means improving your own communications skills, helping them solve problems, while moving them toward person objectives.

As a sales or marketing manager, you have a certain role as a coach to guide your team (not push them with false promises.)  The right measures let individuals monitor their own performance.  Clearly communicating performance targets framed around an individuals personal objectives keeps sales people moving forward.

Another strategy for getting more from those closest to you is bringing your selling team into your inner circle.  Inner circle relationships are special connections between those most critical to your success.  For more about inner circle relationships, be sure to write INNER CIRCLE RELATIONSHIPS, Dept GB-0605B, PMB 6618, 2711 Centerville Rd., Ste 120, Wilmington, DE 19808.

Cultivating the abilities of your selling team is perhaps the easiest way to get better performance without a large infrastructure upgrades.  Improving how you interact with them opens doors to improving other aspects of your selling process.  Can your team be improved with these simple steps?

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