Do you know...

Do you know...

How closely aligned are your people's competences with the activities they need to do day to day? What makes your best people so successful? Can your sales team effectively implement your sales strategy? Evaluating competence will help you answer these questions - Sales Evaluator.
Plan and implement effective sales strategies in 2018

Plan and implement effective sales strategies in 2018

Develop an effective sales activity management methodology with Mercuri's Sales Leadership Planning training course on February 6th -7th. This course is for all Sales Directors and Sales Managers who lead and manage a sales team.
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 BESMA Awards. Discover why delegates left the programme feeling so energized.
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.
Join us at the National Sales Conference

Join us at the National Sales Conference

Come and talk to us about Social Selling in the Sales Process. From new customer acquisitions to Key Account Management, find out where social selling makes sense. We look forward to seeing you there.

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.