Even when a sales team is successful, a sales manager must stay on top of their own development. In this video, Professor Drew Boyd draws from his extensive marketing experience to discuss valid standards to use in measuring your effectiveness as a sales manager. Professor Boyd outlines a range of areas for a sales manager to examine in determining needed areas of growth for the future. And he emphasizes that great sales managers place a high priority on measuring their own performance first.
- Your reps are selling the very best they know how,…but how are you doing as the sales manager?…In this final video, I'll review ways to measure things…that matter most to your overall development…and effectiveness as a manager.…Now it may surprise you, but gauging your performance…by looking just at sales results, it's not enough.…Just because you're making your sales target…and winning awards doesn't necessarily mean…you're doing a great job, and the reverse is true.…Things in the market may have dropped your sales results,…though you're doing a terrific job.…
Let's look at more valid measures of your effectiveness.…Just like we measured the inputs and outputs…to team performance, we'll take the same approach here,…measuring the inputs and outputs of your performance.…Let's look at the inputs.…First, look at how you're spending your time during the day.…Now here's a tip, keep a log for at least two weeks…to track where and how you actually spend your time.…What percentage is spent with reps…versus administrative duties?…
- Defining the sales task
- Calling on the right customers with the right products and services
- Evaluating your team's sales activities
- Measuring outputs of sales: customer satisfaction, wins, losses, etc.