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How can I get my sales managers to deliver?




Q - My sales managers are not delivering their numbers.  How can I get closer to the sales teams without it feeling like I am micro-managing them?


A - You need to be clear about your expectations of your sales managers and coach them to get the best out of their teams.  You can get more involvement in sales if your role is clear - perhaps you want to each see salesperson in action (be at a client meeting), so your role could be as an Executive sponsor on the sale. More likely the team should be used to presenting their sales plans to you and your sales managers on a regular basis. Then you can ask them pertinent questions and coach them directly, while giving yourself more knowledge / confidence about progress towards targets