What does the best sales organization chart look like? How do the companies with the most effective sales forces structure themselves? Here a hint. You need to turn your thinking upside down!
The Sales Manager Reports to The Sales Reps, not The VP!
In their book, The One Minute Salesperson, Spencer Johnson and Larry Wilson said “I will have more fun and enjoy more financial success when I stop trying to get what I want and start helping other people get what they want.” The most successful sales managers, those that produce the best results, not only know this, the live it!
Successful sales managers also believe in exceptional customer service, and they know the more successful their customers are, the more successful they will be. The key is they realize that their customers are actually their sales teams!
The Best Sales Org Chart is Where Your Sales Reps Are Your Customers
Here a quick sales management tip that has always proven to help sales managers be better sales coaches.
Have a mindset that you report to your sales team, as opposed to them reporting to you as the sales manager. Ask them what three things you can do to help them service their customers better.
If you make their lives easier and make it easier for them to sell, they will do a better job. Customers will buy more, making your whole team more successful. After all, this is what your boss wants anyway, right?
Think of all those that report to you as your customer. This is what the best sales managers do. Help your customers get to where they want to go, and they will make you more successful.
For specific tools that not only help you to identify where each member of your team wants to go, but also the proven sales management techniques to help them get there, download my ebook Action Plan for Sales Management Success.
The Bottom Line on your Best Sales Organization Chart?
Remember, your sales reps are your customers. Make your sales reps lives easier and they will make your customers lives easier. Then you all win!
Are you wondering what is the best sales force structure for your company? Check out, Rethinking Your Sales Force Org Structure – The Shift to Virtual Selling Video-on-Demand. It will show you how virtual selling reduces the cost and increases the profit per sale, and how you should structure your sales organization to maximize these opportunities.
After all, as Ray Kroc once said, “The quality of a leader is reflected in the standards they set for themselves.”
“… what I can tell anyone, is simply this – If you want to learn and understand sales, talk to Susan.”
For more sales management tips on how to coach your sales team to achieve their sales potential, download our eBook, Super Charge Your Sales Team-A Sales Manager’s Guide to Effective Coaching.