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If you want a great sales team you need great training

Rocket Fuel - the power of testimonials

This week, we're going to talk about the power of testimonials & recommendations! Are you gathering them? Do you realise how important they are to your business?

Sales Managers; do you do these 5 things daily?
Ask anyone and they’ll tell you about a great manager they’ve had in their working lives. However, they’ll probably also tell you a horror story of a terrible manager. The reasons they loved or loathed a particular boss may be personal but most of the time it’ll come down to one of a few simple things:

  • Whether they felt appreciated;
  • Whether they were being pushed to achieve their potential;
  • Whether they were being pushed too hard and given far too much work;
  • Whether their manager got down to the nitty-gritty with them or spent all their time micromanaging.

Do any of these sound familiar? I can certainly think of a few examples of great and terrible managers in my time.
Especially if you’re employing younger generations who are more likely to move around, being an effective manager who can motivate their team and keep them working hard is more important than ever.
So, here’s five things a manager should do every day:
#1. Make sure you’re the most organised person in the room
Your staff will look to you for answers. You don’t need to know everything off the top of your head, but you do need to know where to look. Gain respect and trust by being organised, efficient, and an effective problem solver.
#2. Be present
This sounds so obvious, but many people still don’t do it; get up from your desk and walk around the floor. Chat to your team. Ask them about their weekend. Get to know them. Most people will appreciate the personal interaction and it’ll give you a sense of where they’re at in their lives and their heads and flag up when they’re going to need a little extra support.
#3. Ask for what you want and need
This goes two ways. When it comes to your team, ensure you’re giving clear instructions. The constant back and forth about how to format a report or how to complete a given task causes frustration on both sides. Avoid this by taking your time explaining processes and clearly communicating your expectations as you go along. On the flip side, if you need more guidance or support from your own line manager (or your team), ask for it.
#4. Walk the walk
If you want your team to respect your authority, show that you’re willing to get down to the nitty-gritty with them. If a new contract comes in, take some time to get stuck in and show your team that you can walk the walk; you can do what you’re asking of them.
#5. “A good leader takes a little more than his share of the blame & a little less than his share of the credit” [Arnold Glasgow]
No one said management was without its sacrifices, and this is the biggie. But, think back to any of your days working under other people. Think about how much it meant when your efforts were recognised and how disheartened you felt when those above you took credit for your work.
If you want respect from your team, follow this rule. Everyday.
I hope you’ve found these insightful and will begin to put them into action. I’d love to know what you would add to the list, so let me know in the comments below!

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