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Within Sales division, Sales
Supervisors are the one responsible for the effectivity also efficiency for the
whole sales process, bringing the best productivity for the company. According to
Grant Stewart on his book Successful Sales Management, there are six ways that
Sales Supervisors could do to manage the salesman to be more productive:
Coaching: to increase knowledge, skills and the attitude of the
salesman. Try to allocate a day for a salesman every month for this.
Sales meeting: to build morality and teamwork aid in problem
solving and the chance to provide ideas through team training. Try to allocate
a full day every month for one team.
Counseling / individual motivation: to build motivation for the
sales team. The sales supervisor should provide training regularly, and find
out the problems faced by the team, also try to solve to problems together. Try
to allocate at least one or two hours for each salesman every month.
Communication: to build teamwork and recognition of the work done. Can
be done verbally or non-verbal. The sales supervisor should be creative and at
least allocate minimum of two days for each team every month.
Appraisal / Career development: to hold on the motivation and team
appraisals for the work done. Though this will surely be conducted yearly, but
the sales supervisors should provide achievement feedbacks minimum a day for
each team monthly.
Sales planning / Analysis: to show the participation of the sales
supervisor towards the success of the salesman. This should be allocated at
least a day for a team monthly, that covers the goal settings and action plans.
Back to basics, there will be
nothing smooth without a process. Those six activities will not be successful
or work well if it is done consistently and with the support of all team
members also their heads.
Michael Jordan once quoted, “Talent
wins games, but teamwork and intelligence wins championships!”
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