Join our next Key Account Management masterclass

Join our next Key Account Management masterclass

Create a stronger and more profitable relationship with your customer with our Key Account Management course on March 6th - 8th. This course is for people who have responsibility for managing strategic relationships with clients.
Lead & Motivate Your Team

Lead & Motivate Your Team

Do you create an environment that motivates others to perform? Join Mercuri's Leading and Motivating the Team professional masterclass on April 17th - April 18th. Ideal for all managers who achieve their objectives through their team. Develop a guide for adapting your leadership style.
Sales Development Programme of the Year!

Sales Development Programme of the Year!

Great result for the Virgin Holidays "Selling At My Best" programme at the 2017 British Excellence Sales Management Awards. Discover why delegates left this tailored in-house programme feeling so energized.
Performance Management masterclass

Performance Management masterclass

Do your team members have their own performance plan? Do you have a template for improving performance? Join this Performance Management masterclass on April 24th - 25th. Align capability and activity to business objectives.
Accelerate sales growth with improved sales activity planning

Accelerate sales growth with improved sales activity planning

Join our next Sales Activity & Pipeline Planning masterclass on May 22nd at the London Heathrow Crowne Plaza. Develop a sales plan that will help you manage existing customers and find new opportunities.
Simply outstanding customer service by Electrolux

Simply outstanding customer service by Electrolux

Teams excited and engaged about Customer Service at the Electrolux Academy. Mercuri work with Electrolux on a programme designed to grow their new team members, retain and develop their talented sales and service teams.
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