25/9/2013 0 Comments
Sounds horrifying, I know.
But your sales manager could be the root of your sales woes.
According to a recent study, most sales managers don’t know "what" to manage.
(They don't know "how" to manage either, but that's a subject for another day.)
And you don’t have to take my word for it.
Take this simple one-question quiz to find out:
Go ask your sales manager what he or she is supposed to manage?
I bet you get a glazed look ... followed by a bunch of words that don't mean anything.
Go on. Try it.
Now think about this:
If your sales manager doesn't know what to manage ... how can she manage it well?
And if she doesn’t know what to manage … how can you expect her to increase your sales to meet ever increasing sales targets?
That would be stupid ….
… like asking a kid to ride a bike when the kid doesn’t have a bike to ride.
Which means just one thing:
You're losing sales.
So the question is:
How many sales are you losing?
And how much extra profit could you make this week, month or year if you stopped losing sales?
Probably lots, right?
Now your next question should be:
What is my sales manager supposed to manage?
That’s a great question.
And if you're asking …you need to find out here: