Master the Basics

As we approach the busy selling season, it's time to ramp-up your sales team. This month, help your team get back to the basics - they still work!

Do you have high expectations?
You must set your level of tolerance, if any, for mediocrity. If you want more from your team then raise your expectations and hold everyone to them.

Are you a manager or a friend?
Managers and leaders play a key role in building team cohesion and rapport. There is a fine line on being a friend or being a manager to your team members. You can be liked but still hold them accountable to getting the results you expect from them.

Are you managing results or behaviors?
Many managers drive their teams based solely on results and lose track of the behaviors that lead to those results. You can get by with this method for a little while, but if you don't focus on behaviors and possible shortcuts you can run into some lean times. A strong behavioral foundation will almost always drive great results. 

Are you challenging your salespeople to get the answers?
A manager that challenges and guides a sales associate to find the answers on his own will find that person will retain those answers longer. If you just always tell them what to do you will find yourself cycling through those same questions over and over again. It is important to guide them but make sure they take enough ownership to find the answer.