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Sales one-on-ones are your key to effective sales management
Effective management requires effective communication. The best tool you have in your magical management tool bag are the weekly sales one-on ones you have with each of your salespeople. If you want to have your salespeople functioning at the top of their game, You have to help them. Today we’ll talk about the process of doing your sales one-on-ones.
Timely and accurate communication with your sales people is critical. We talked about the importance of the sales meetings, but your sales meetings don’t really address issues of importance to the individual salesperson. The sales one-on-ones are weekly scheduled meeting between you and each of your sales people. Your sales one-on-ones will provide:
- A focused method of to improve communication with your salespeople
- A regularly scheduled time to focus on the activities of each of your salespeople
- A regularly scheduled time for status updates on their sales activity
- Time for one-one-one attention to their professional development by providing feed back and coaching to maximize their productivity and contribute to their sales skills
- Allow you and your salesperson to develop a more complete working relationship
How is the sales one-on-ones constructed?
Each of your sales one-on-ones, usually last approximately 30 minutes. It’s a good idea to divide the time into four sections. As you start your sales one-on-ones, you will find that some weeks you will spend more time in one section or another. After a while, your meetings should run maybe 5 minutes on the opening, 10 minutes for the sales person, 10 minutes for you and 10 minutes for development, and then the action items and follow up. The important thing is not to neglect any one of the areas since each are important to the success of your salespeople and to the overall success of your sales one-on-one meetings.
Related Information:
Field Sales Coaching And The Coaching Process
Effective Sales Management Requires Time Management to Get Results
Sales one-on-one coaching notes – This is a PDF File. Richt click to down load.
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