Be Your Own Sales Manager

Perhaps nothing is as confusing to me as the seller who blames his poor performance on his sales manager.  To me, it’s like a baseball player drawing a similar correlation to his batting average.

So, you don’t like your sales manager.  Big deal.  That’s not where your focus should be anyway.  A seller’s focus should be on their own performance.  Ultimately, if you’re not getting what you need from your sales manager then be your own sales manager.

To be your own sales manager you first need to understand what you expect from your manager.  Let’s break it down:

1) You want support.  That includes the necessary administrative tools that are necessary to your job.  Support means that your priorities and objectives are defended within the other departments of your company.  Support also looks like enthusiastic praise for a job well done.

2)  You want direction.  Managers are good for providing sellers with an understanding of the company’s goals and the behaviors expected of the sales force.

3)  You want training.  Most sellers want to get better and they rely on their sales managers for critical feedback and both general and industry-specific sales training.

Support

If you’re not getting the kind of support or enough support from your sales manager you’ll need to look elsewhere.  If you work in a company that has more than one sales team, there will be other sales managers.  Try to carve out a little time with one of those folks and see if she will adopt you.  Acknowledge that you’re not on her team but ask for some help and you’ll probably get it.  When you’re asked why your request isn’t being directed toward your actual sales manager, graciously explain that your sales manager’s time is being dominated by others and you are seeking to get what you need without being a demanding, whining prima donna.

Maybe you work at a company where there are no other sales managers.  You’ll have to be more creative.  Develop relationships with the department heads based on your desire to work smoothly with their people.  Be sincere.  Expect to have to broach the subject multiple times until they believe you.

Make a pact with another seller wherein that person praises you profusely for the good work you do.  In exchange, you do it for him.  Praise feels good coming from a co-worker!

Direction

Develop a strategic plan that describes the direction you are going.  List your professional goals and the achievement path for each.  Send a copy to your sales manager and her boss.  Ask if you are on the right track.  Don’t expect anyone to be proud of you.  Be proud of yourself and then work your plan.  Remember that person with whom you have a praising pact?  Give him a copy of the plan and have him ask you about your progress at least once a week.  Be accountable to the plan!

Training

Most people know when they are getting better or worse at something.  Assume that it must be one of the two and you’ll never have the luxury of telling yourself that you are holding steady.  Your performance is better or worse.  Decide that you are going to get better at least 7 out of the next 10 weeks.  Peruse the book store for the sales topics most pertinent to your job.  Read those books.  Listen to the corresponding tapes.  Put at least one new idea into practice every week.  Video tape yourself making presentations.  Audio tape your phone calls and then critique them.  Ask other sellers to listen and watch your tapes and give you feedback.  Ask them to video and audio tape their own performances and ask to see them to get improvement tips.

Ask the best seller in your company for the chance to shadow her for a half a day.  Ask if she’ll shadow you and provide some feedback.

Read and participate in sales blogs that seem to address topics relatable to your business.  Ask questions.  Be open minded about the answers.  Keep track of what is working and what is not.  Do more of what is and discard the rest.

Yeah, it would be great if your sales manager was responsive to your needs.  Don’t get too down on your manager, though.  After all, maybe her manager isn’t giving her the Support, Training and Direction that she needs to perform her job effectively.

Try to be more helpful and empathetic to your current sales manager.  Chances are that she wants to be everything you need but it’s just not happening right now.  Perhaps, you’ve been a part of that yourself?  I’m just asking.

Regardless, when the sale is on the line and it is just you standing in the batter’s box the only performance that matters is yours and the person most responsible for your results is now and always will be you.

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