Diffuse the bomb before it goes off.
“One of my sales reps isn’t performing . . . what now?”
This type of challenge is commonplace in the world of sales management. However tempting, the best sales managers need to steer clear of a reactive approach and instead opt for a proactive, long-term strategy. Understanding that preventing a bomb from exploding is far more effective than dealing with the aftermath.
If you’re a sales manager, you’re no stranger to the potential potholes on the road to growth:
– Underperforming team members.
– Breakdowns in communication.
– Unexpected loss of major clients.
– Sudden shifts in the market landscape.
Rather than waiting for these issues to surface, proactive sales managers anticipate them, and initiate discussions with their team before problems escalate.
Here are some key questions and conversations to have:
– “What measures should be taken if you miss your sales target?”
– In the event of losing a big client, how can we best navigate the situation together?”
– “Let’s imagine a scenario where the deals in your pipeline don’t close this quarter. What’s our plan of action?”
Addressing potential problems while both parties are composed and level-headed is far more effective than attempting to tackle crises when everyone is on edge, fighting to salvage their careers.
Too often, managers wait until problems rear their ugly heads, leaving them to scramble and deal with the fallout. Good sales managers recognise the potential “bombs” along the path to success.
So, make it your mission to defuse them proactively before they have a chance to detonate. By doing so, you not only ensure a smoother journey but also set the stage for long-term success.
Happy selling!
