Moving Sales Room Atmosphere
The atmosphere in the sales room, whether good or bad, is palpable. The main objective of a
sales manager is to keep morale high and attitudes in a healthy place but this process can
seem like a truly complicated one for most. We have all been in the room when even the top
dog of the sales office is crying uncle. The proverbial cliche floats and bounces off the walls:
“the leads are bad”, “the people suck”, “other companies don’t have these problems”, “the grass
is greener”, etc. Every excuse in the book is on the table and any sense of personal
accountability has flown out the window. Fixing that kind of situation is like flying out to save a
town after it’s been ripped to shreds by a storm, it’s not pretty and there is no easy way to go
about it. That’s why like most things, the best solution is prevention. You can play a role in
preventing the relationship of your sales rep and the sale from becoming irretrievably broken.
Weekly Meetings
The life of a sales rep can feel like it has no rhyme or reason, especially if they are new to the
team or are going through a dry spell of no sales. It’s common for a sales manager to work a
shift where they are only available for a portion of the team. To reinforce the sense of comradery
and structure in your team, weekly meetings are especially recommended. The greatest means
for preventing the motivational death of a sales room is addressing problems with a weekly
meeting. Your reps will see this meeting as a life raft in the ocean that is a sales week. Provide
some pizza, and address to the team all of the real problems and inhibitors of their sales
success. This will be the perfect opportunity to nip some lies in the bud, like “the leads are bad”
or “the sales doesn’t work”.
Do you want to increase your sales agents closing ratio?
Intervention
It’s common that managers avoid intervention or confrontations with sales reps out of fear. The
fear may come from a lack of confidence in their leadership skills or a fear of worsening sales
morale or “clipping wings”. No matter how you rationalize it, intervention must be had if a
salesman’s performance is lackluster or suffering. This doesn’t mean you go crazy on anyone
but if you prepare your facts like call statistics, performance ratios, call recording examples of
where to improve, and some juxtaposed data, you’ll have everything you need to have a healthy
confrontation and advise for some corrections that will improve the salesman’s life and revenue
production for the company. Everybody wins and it begins with your information gathering and a
bit of back-bone. As long as you have been personally setting the right example for the
salesman, half the battle is won. If you confront the sales rep, point out where they can improve,
and the rep gives push back or fails to make corrections, it may be in the best interest of the
company AND that salesman to be relieved of their duties and position. Those who turn around
and improve will show you why this daunting process is so necessary. You can’t forget that
some people need criticism to improve and are lost without it. Be sure to bring constructive
criticism to everyone, even those who are doing well. This will prevent top performers from
becoming complacent and reaching a glass ceiling and they will appreciate it more than you
know
Experience a smarter way to run a moving software
With Moverxpro360