| For the past 60 years we've provided sales training around the country and world. We've realized how rare it is for sales managers to function in their most important role as sales coaches.
Part of the curse for sales managers is the "junk-drawer" mentality that many companies perceive of their role. Anything that does not fit neatly into the job descriptions of other managers defaults to sales managers. Their scattered duties makes it difficult for sales managers to coach their sales people.
A remedy to the quandary is for senior sales professionals - senior account managers - to network, help, and coach their junior counterparts.
As suggested in the infographic above, there are shared roles that sales managers and senior salespeople can perform in coaching the rising generation. Senior companions can navigate their juniors past inevitable missteps and disappointments of young development.
So if you're in a position to mentor a younger salesperson, please do so. It can be as brief a time commitment as an hour or two a week. You will enjoy the process, your mentee will benefit from your experience, and their success will also be your success.
You will also prepare yourself - if you desire - for a future role in sales management with new challenges, satisfactions, and compensation.
Here are three nuggets for you to impart as you work with younger sales counterparts.
- A sales professional makes a sales call for one reason only - to be of service.
- After you establish trust and rapport, Track Selling enables your prospects to tell you what they want you to tell them to sell them. Follow the seven-step process for greater sales success.
- A good salesperson is a good listener. A great salesperson is a great listener.
Good luck, good selling, and good mentoring! |
