Optimize your levy funding

Optimize your levy funding

Upskill your current team or hire new talent through an apprenticeship with Mercuri. We now offer levy funded, world class development programmes for your sales teams, business leaders and customer service professionals to name but a few.
Sales Leadership in the Field

Sales Leadership in the Field

Do you engage in coaching visits with your team? Develop your Coaching and Managing skills to have a direct influence on the ability of your team to perform at the highest level with Sales Leadership in the Field on September 11th-12th. Book now.
Sales Leadership Planning

Sales Leadership Planning

Develop a comprehensive sales activity management methodology and a clearly defined pipeline management process that will help improve conversion rates. Join the next masterclass on September 4th - 5th 2018 at London Heathrow Crowne Plaza.
Social Selling as part of your Sales Strategy

Social Selling as part of your Sales Strategy

Talk to us about Social Selling in the Sales Process. From new customer acquisition to Key Account Management, find out where social selling makes sense and how to improve your social selling success.

Taking Sales to a Higher Level

Back

No one can coach your people better than their manager

Nothing works better than on-the-job coaching

Managing sales involves using five key resources – Product, pricing, promotion, distribution network and people. Of these, the biggest differentiator could be the salesforce. While the remaining resources are generally constant in the short run, salespeople can be inspired to maximize sales out of the potential opportunity in a territory if they are coached well and challenged by SMART Objectives.

Changes in the marketplace constantly keep raising the bar on Sales people’s competence. The sales manager therefore should simultaneously use the available resources to achieve results for today, and develop these resources to achieve results for the medium to long term. This is a question of continuously assessing levels of knowledge, skills and attitudes of individuals in a sales team, rather than the team as a whole, and then develop people before the output is expected. Not after. And, the Sales Manager is the best equipped person to coach his or her people. No one understands what drives them and what challenges them better than their Sales Manager can. Hands-on learning from their Manager is the priceless takeaway that senior salespeople always remember with gratitude. Such ‘Manage by Support’ approach lays the foundation for sustainable sales excellence.

To translate this into practice, a powerful Mercuri concept called The RAC Framework (Results-Activity-Competence) or the Plumbing Model can be very useful for a Sales Manager.

Find out more

To receive information on coaching, our new coaching app, the RAC Framework or our next Sales Leadership in the Field training course please call +44 (0) 330 9000 800 or email training@mercuri.co.uk