Join our next Key Account Management course

Join our next Key Account Management course

Create a stronger and more profitable relationship with your customer with our Key Account Management course on October 3rd-5th. This course is for sales people who have responsibility for managing strategic relationships with clients.
Do you know...

Do you know...

How closely aligned your people's competences are with the activities they need to do day to day? What makes your best people so successful? The current capability of your team? Can your sales team effectively implement your sales strategy? Evaluating competence will help you answer these questions.
Sales Strategy Implementation

Sales Strategy Implementation

Helping global companies improve business results through sales strategy implementation, competence evaluation, sales training and platform workshops. We work with the world's leading companies helping them to enhance their sales performance.
Transform your Farmers into Hunters

Transform your Farmers into Hunters

Develop a comprehensive sales approach that engages and motivates the customer to buy with our Consultative Selling course on September 19th-21st 2017.
Discover the 20 required practices to succeed in the 3rd Millennium

Discover the 20 required practices to succeed in the 3rd Millennium

Transform yourself into a future proof sales professional. Understand the new buying behaviours. Align social selling with the individual and company sales process. Talk to us about 3rd Millennium Sales
Blended learning at Honeywell Building Solutions

Blended learning at Honeywell Building Solutions

Find out about how we worked with Honeywell Building Solutions to transform learning from a purely face to face, traditional medium to a blended approach; encompassing e-learning, virtual training & Clever Nelly.

Taking Sales to a Higher Level

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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.