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.
Negotiate with Confidence

Negotiate with Confidence

Develop a clearly defined and efficient approach to negotiation with Mercuri's Professional Negotiation Skills masterclass on October 30th - 31st. It is ideal for people in a sales, key account management, leadership or buying role who are directly involved in negotiations.
Sales Leadership in the Field Masterclass

Sales Leadership in the Field Masterclass

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 November 20th - 21st.
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 September 18th - 19th at the London Heathrow Crowne Plaza. Ideal for managers, and aspiring managers, who achieve their objectives through their team.
Transform your Farmers into Hunters

Transform your Farmers into Hunters

Develop a sales approach that engages and motivates the customer to buy with our popular Consultative Selling masterclass on September 25th - 27th and November 13th -15th at the London Heathrow Crowne Plaza.

Taking Sales to a Higher Level

Back

Why the sales manager is still the best coach for the sales team

Managing sales involves use of five key resources:

  • Product
  • Pricing
  • Promotion
  • Distribution network
  • 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 the level of the competence within the salesforce. The sales manager therefore should simultaneously use the available resources well to achieve results of today, and develop these resources for the results of tomorrow. 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 developing people before the output is expected. Not after. The Sales Manager is the best equipped person to coach his or her team. No one else is in a better position to understand what drives them and what challenges them. Hands-on learning from their manager is the priceless takeaway that senior salespeople always remember. A ‘Manage by Support’ approach is the foundation for sustainable sales excellence.

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

Find out more:

Please call +44 (0) 330 9000 800 or email Mercuri to receive information on the Plumbing Model and RAC Framework.