I recently had a very unpleasant experience as a customer. When I started to think about the root cause of the issue, it turns out it the real fault rested solely on the shoulders of the manager I was dealing with. Why? Because he one of those managers who only did for, not showed how.
Everything literally had to be done by him or be approved by him. He caused so many bottle necks in the process that employees were literally standing around waiting for further instructions. They could not have helped me if they wanted to because they simply didn’t know how. Did the manager know how to get the job done? Absolutely. The problem was he was the only one who knew. The net result is they lost me as a customer, permanently.
Are you one of those managers? You might be.
Have you ever thought “I don’t have time to show you; it’s just quicker if I do it myself.”? Do you ever think “He can’t close this sale; I better do it for him.” How about “Just bring me the lead and I will handle the rest.”? Have you ever noticed the more you do something for your team, the more you have to do it? Do you need to do so many pricing approvals that you basically rubberstamp them because you really don’t have time to properly review them anymore? Guess what? I hate to tell you this, but you are one of those managers and you are doing you and your company more harm than good.
You have to stop trying to be the whole team, and start being the coach of the team. Yes, training may take more time up front, but it will save you time in the long run. A sales rep may not know how to close a sale today, but if you show him how as opposed to doing it for him, then you will be both closers eventually closing twice as much business. Can you imagine how much you will produce if you train ten others on your team to do the same thing?
For detailed information on how to be a better sales coach, including the management tools you will need to get started immediately, check out my book Action Plan For Sales Management Success. It includes proven tips and techniques used by today’s top producing sales managers. As one of my associates said, “Susan …understands the sales process intimately and is able to create a management process around it that drives sales people to accomplish their goals.”
Take the time to train your people. It’s in your customers’ best interest and in yours.
Remember as Dale Carnegie once said, “No man will ever make a great leader who wants to do it all by himself or to get all the credit for doing it.” More motivational quotes here.
Susan A. Enns, B2B Sales Coach & Author,
B2B Sales Connections