When times get tough, too often sales managers spend much of their time behind closed doors. Not because they are hiding, of course, but because they are being asked to send in report after report for senior leadership. Sometimes I think the senior leadership team is hoping some report will come in to reveal things aren't as bad as they think. Who knows - one thing is for sure, poor performance equals more reports.



So, what can a sales manager do about it? Sales Managers can lead by example and spend time with their teams and their customers. Each week, sales managers should spend 3-4 days in the field attending customer meetings. Managers should get face-to-face with as many customers as possible and, with their reps, determine where they can add value. Managers can also use this time to stay close to their reps and provide coaching on existing and prospective customers and opportunities.



This is no small task. Schedules will be rearranged, managers may work longer hours and they may even have to push back on a deadline from senior leadership. Good things happen when managers commit to spending more time in the field with their reps and customers.



Just Sell Sales Quote of the Day

BONUS:
Check out Jill Konrath's post today, 8 fresh, pertinent strategies to land big accounts.
#5 is one I'll think about today as I continue my own business development campaign.
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