ositive effect on how they see themselves and reminds them they are part of the team.

ASK THE PEOPLE AROUND YOU

Not only will you get some interesting food for thought, you might also learn what they think about your department and their perception of it. Many sales managers fail to realize that support positions, such as the receptionist, switchboard operator or office staff are like bartenders; they hear a lot abo

When did you last set a time to brainstorm with the members of your management team? Fresh ideas and ways of improving performance do not happen by accident. They come from devoting time to their creation, development and implementation. Too often we only seek new concepts or methods when the ship is sinking. Remind yourself that any change or process takes time to become effective, rarely will the results be immediate.

CONDUCT REGULARLY SCHEDULED MANAGEMENT MEETINGS

Once a month, more often if necessary. Discuss your strategies, what is happening in your department, what the plan is, what changes you are considering. Hold these meetings at a quiet location. Meet at a coffee shop or restaurant. Yes, it will take an extra hour or so but the time spent will be worth the results.

STOP BEING TERRITORIAL

All sales managers are competitive or they wouldn’t be in their position. Comparing your performance to others is part of what drives you. This can also be the very thing that limits performance. When you look at the leader board numbers do you ever consider picking up the phone and calling the person who is leading the pack and asking what they are doing differently that is producing such great results? Taking a look at the big picture, i.e. your entire organization vs. just your store or department, is the type of thinking that will grow your company and ultimately provide career advancement opportunities for everyone.

ASK YOUR SALESPEOPLE

You will be surprised at some of the ideas they come up with. Will you always get the best ideas? Maybe not, but at least you will know you considered everything before you acted. The simple act of asking for their input has a positive effect on how they see themselves and reminds them they are part of the team.

ASK THE PEOPLE AROUND YOU

Not only will you get some interesting food for thought, you might also learn what they think about your department and their perception of it. Many sales managers fail to realize that support positions, such as the receptionist, switchboard operator or office staff are like bartenders; they hear a lot abou

CONDUCT REGULARLY SCHEDULED MANAGEMENT MEETINGS

Once a month, more often if necessary. Discuss your strategies, what is happening in your department, what the plan is, what changes you are considering. Hold these meetings at a quiet location. Meet at a coffee shop or restaurant. Yes, it will take an extra hour or so but the time spent will be worth the results.

STOP BEING TERRITORIAL

All sales managers are competitive or they wouldn’t be in their position. Comparing your performance to others is part of what drives you. This can also be the very thing that limits performance. When you look at the leader board numbers do you ever consider picking up the phone and calling the person who is leading the pack and asking what they are doing differently that is producing such great results? Taking a look at the big picture, i.e. your entire organization vs. just your store or department, is the type of thinking that will grow your company and ultimately provide career advancement opportunities for everyone.

ASK YOUR SALESPEOPLE

You will be surprised at some of the ideas they come up with. Will you always get the best ideas? Maybe not, but at least you will know you considered everything before you acted. The simple act of asking for their input has a positive effect on how they see themselves and reminds them they are part of the team.

ASK THE PEOPLE AROUND YOU

Not only will you get some interesting food for thought, you might also learn what they think about your department and their perception of it. Many sales managers fail to realize that support positions, such as the receptionist, switchboard operator or office staff are like bartenders; they hear a lot abo

etitive or they wouldn’t be in their position. Comparing your performance to others is part of what drives you. This can also be the very thing that limits performance. When you look at the leader board numbers do you ever consider picking up the phone and calling the person who is leading the pack and asking what they are doing differently that is producing such great results? Taking a look at the big picture, i.e. your entire organization vs. just your store or department, is the type of thinking that will grow your company and ultimately provide career advancement opportunities for everyone.

ASK YOUR SALESPEOPLE

You will be surprised at some of the ideas they come up with. Will you always get the best ideas? Maybe not, but at least you will know you considered everything before you acted. The simple act of asking for their input has a positive effect on how they see themselves and reminds them they are part of the team.

ASK THE PEOPLE AROUND YOU

Not only will you get some interesting food for thought, you might also learn what they think about your department and their perception of it. Many sales managers fail to realize that support positions, such as the receptionist, switchboard operator or office staff are like bartenders; they hear a lot abo

organization vs. just your store or department, is the type of thinking that will grow your company and ultimately provide career advancement opportunities for everyone.

ASK YOUR SALESPEOPLE

You will be surprised at some of the ideas they come up with. Will you always get the best ideas? Maybe not, but at least you will know you considered everything before you acted. The simple act of asking for their input has a positive effect on how they see themselves and reminds them they are part of the team.

ASK THE PEOPLE AROUND YOU

Not only will you get some interesting food for thought, you might also learn what they think about your department and their perception of it. Many sales managers fail to realize that support positions, such as the receptionist, switchboard operator or office staff are like bartenders; they hear a lot abo

ositive effect on how they see themselves and reminds them they are part of the team.

ASK THE PEOPLE AROUND YOU

Not only will you get some interesting food for thought, you might also learn what they think about your department and their perception of it. Many sales managers fail to realize that support positions, such as the receptionist, switchboard operator or office staff are like bartenders; they hear a lot about the customer’s entire experience. Talk to your support people on a regular basis.

READ, READ, READ

Learn from the successes of others. People who are successful have the need to share their experience with others. There is always plenty of good stuff in magazines, trade publications, online sources and books. You are not going to re-invent the sales business. Many of the things you read will simply be a reminder of things you already know. Just like your salespeople who find themselves shortcutting the process, we all need a reminder now and then.