Sources of pressure within a sales team?
For a member of a sales team, sources of pressure can fall into two main categories:
Internal sources :
- Sales objectives
- The expectations of the N+1 and the view of colleagues
- Physical and mental state
- The level of preparation
- Level of mastery of the subject
External sources :
- Our customers
- Prospects
- Competitors
- Market context
A key element: your state of mind
Many of the sources of pressure described above stem from a person'sstate of mind.
As a result, one of the first steps you can take as a manager to virtuously lead a sales team is to focus more on success and learn to celebrate and celebrate your salespeople's milestones!
During your one-to-one meetings with members of your sales team, take a closer look at how far they 've come and how far they've come. It's certainly necessary to highlight the sticking points, but also the small daily victories!
If your sales rep hasn't had a conclusive proposal this week, look at the qualifications he or she has achieved; if his or her contacts aren't answering the phone, highlight the incoming e-mail from a prospect he or she received to start a new project.
One of the keys to success therefore lies in your state of mind !
When faced with an employee with a less-than-positive mentality, question them, find out what they're not saying, and focus on concrete actions to turn the situation around and reduce this source of pressure.
Your sales strategy as the focus of your sales team
Very often, discussions between managers and salespeople revolve around the salesperson's results.
But you can't act on results ! Results are just the tip of the iceberg. The aspects where you can act as a manager are commercial activities.
The Sales Action Plan plays a key role in guiding your sales team. This plan enables you to orientate your strategy, and thus the actions of your sales staff, around 3 pillars: theorientation of the activity, the quality of the actions and the quantity of these actions.
To learn more about building a successful Sales Action Plan, watch our dedicated Webinar!
And if you want to go further in improving your manager-coach posture, discover our dedicated training course.
