Does your team hate sales reports? What sales team doesn’t? Here’s how to fix that and get better sales results in the process.
Does Your Team Hate Sales Reports
Do you require your sales reps to submit sales reports? Do they like doing it? Probably not. If your sales team hates sales reports, it’s not because of what you are asking them to include in their sales report.
Rather it’s probably because they think your sales reports are nothing more than a policing action. “The boss is only checking up on me to see if I am working or not.” type thing.
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How Sales Managers Should Use Sales Reports to Coach Their Teams
In reality, you want them to think of sales reports as a GPS navigation system. A tool to help them get to where they want to go. To do this, you actually have to use the sales reports.
Don't just file them away without looking at them. Write some comments on the report and return it to the rep. Sometimes a comment like 'Wow, you really worked hard last week. It's just a matter of time until it pays off!' can go along way in terms of keeping members of your team motivated.
Don’t stop there. Looking for ideas for your next sales meeting? Then kick it off with some great sales results from one of your sales reps sales reports. Now one great report can motivate your whole team!
Remember, your team has to know that submitting sales reports is not just as an exercise in futility.
Want more effective techniques to effectively coach your sales team to new heights? Check out our eBooks, Super Charge Your Sales Team-A Sales Manager's Guide to Effective Coaching and Action Plan For Sales Management Success – Not just what to do, but how to do it!
Aim Higher!
Susan A. Enns, B2B Sales Coach and Author
Schedule a free sales coaching strategy session with Susan here.
“… what I can tell anyone, is simply this – If you want to learn and understand sales, talk to Susan.”
When salespeople feel that the paperwork has little or no relevance to helping them either, do their job or better self manage their efforts, it is highly unlikely to get done.
Just like we expect our salespeople to sell our products and services, as sales managers, we better be able to “sell” the need for our reports to our salespeople. How do we do that? Exactly the same way our salespeople sell our stuff, by showing the benefits. No benefits, no sale.
Well said Brian! Sales managers have two sets of customers; their end users and the sales team that sells to them. To be successful, in both cases, a manager must help his customers get to where they want to go.
Thanks for your feedback!