Effective Sales Management Through Consistency

Stay Consistent. Back to the Basics. Keep Your Foot on the Pedal.

These are all common phrases spoken to sales professionals, but how often are these mindsets applied to sales management? A strong, consistently followed process can transform a mediocre sales manager into a good one and a good sales manager into a great one. Let's explore three key principles you can implement to build a consistent sales management process that drives success for any sales team.

Establish a Culture of Daily/Weekly Pipeline Management

Encourage your sales team to treat their pipeline as an entrepreneur would their business. They need to manage it with the same level of dedication and attention. Begin by ensuring they understand the sales pipeline: sufficient input is needed to achieve the desired output.

Each salesperson should conduct a weekly review of their pipeline. This may require initial training to ensure effectiveness. Consider asking the following questions during these reviews:

• What new opportunities have I added to my pipeline this week/month? Do I need more to hit my goals?
• What opportunities have I qualified?
• Can I progress any of my qualified opportunities by scheduling a meeting or following up?
• Of the opportunities where I've had meetings, can I secure any commitments? Which ones are my top priorities for follow-up?
• Which opportunities have committed but not yet bought/signed? What follow-up efforts will be most effective?

As your salespeople become more comfortable with this routine, they will become experts in their pipelines, improving their ability to prioritize and move opportunities efficiently. This also helps you anticipate training needs and forecast upcoming sales more accurately.

Prioritize Weekly Structured One-on-Ones

Effective one-on-ones are crucial for reinforcing pipeline management. However, consistency is key. If you frequently cancel or deprioritize these sessions, your team will mirror this behavior in their pipeline management.

One-on-ones offer a chance for salespeople to leverage your expertise and gain strategic insights. These sessions don’t need to be lengthy; a repeatable format can keep them to 15-30 minutes. An effective outline might include:

• What are two new opportunities you uncovered this past week that you’re excited about?
• What meetings do you have scheduled for the upcoming week? Tell me about the opportunities.
• What are the top 2-3 opportunities you expect to close this month?
• Are there any opportunities you are struggling to progress? Let’s discuss strategies.
• Tell me about a skill you are working on developing or improving this month.
• Is there anything else you need my support with?

Spend Monthly Hands-On Time with Each Salesperson

It's challenging to gauge your salespeople's effectiveness without observing them in action. Regular hands-on time allows them to learn new skills and strategies more quickly through exposure to expert techniques.

When your salespeople manage their pipelines well and you’re aware of their top or most challenging opportunities, it's easier to identify where to get involved. Let them lead opportunities they handle well independently, using these moments to provide feedback or praise. For more challenging opportunities, discuss strategies and take the lead if necessary.

After any interaction, debrief with your salesperson to discuss what went well and what could be improved. These consistent check-ins will enhance their self-awareness and ability to adjust when selling independently, gaining confidence along the way.

In summary, each of these principles can enhance success rates individually, but when combined, they can drive exponential growth. By prioritizing your time and placing these principles at the forefront, you and your team will reap significant benefits. So, remember, just as you tell your salespeople: “Stay Consistent” and “Keep Your Foot on the Pedal!”