Complacency can be a big problem for a sales program. When the sales team does it right, it’s easy to ignore them, let business as usual, and not think about changing anything. This can often be a mistake.
When it comes to your sales team, it doesn’t hurt to keep people on their toes, so they keep wondering what’s next.
That doesn’t mean you should make them worry that they’re going to let them go the first time they don’t meet their weekly or monthly quota. It’s not healthy for people to live in fear for their livelihood, but you do want to challenge your sales people.
Don’t assume your current sales management will be a permanent fixture. Many marketing experts believe that the best way to keep a sales team fresh and productive is to hire your own sales manager.
Most of the time, the person you’ve currently hired as your sales manager is someone you pulled from your sales team. You most likely made them managers because they demonstrated strong leadership skills and also posted high sales numbers each week. If this is the case, by permanently placing them in a management position, you are depriving yourself of a good salesperson. Rotating them back into the sales team allows them to stay connected to their customers, the sales process, and continue to generate sales.
You never know what the future holds. By making the management position rotate, you will have several staff members ready to step in and take charge if things go wrong and you are in desperate need of a good sales manager.
By making the sales manager position a rotating position, you are giving the rest of your sales team something to work towards. This often encourages them to stay motivated and keep in touch with old clients while constantly reaching out to new prospects.
Managing a sales team can be complicated. Salespeople tend to respond best when they have a close relationship with the person managing them. By routinely making sure to send your current manager on calls, you remind the rest of your sales team of the connection you share with the person.
A good salesperson will use the knowledge gained from participating in different activities within their organization to generate even more sales.
