| It's an absolutely great day in your life. You just met | | | | take them and their spouse/partner to dinner when |
| with the VP of sales and she told you that you have | | | | you're in town; if there is time during the day you'd |
| done a phenomenal job as a salesperson. The | | | | like to visit an account. |
| company loves you, your customers love you and | | | | This is all you have to do during your first visit with |
| the salespeople love you. Hey, it's a love fest. It feels | | | | these salespeople! |
| like Woodstock! She adds that the company needs a | | | | From experience I will tell you that the most |
| sales manager for the western region and you were | | | | important of these tasks is dinner with the |
| the overwhelming choice to take over the position. | | | | salesperson and their spouse/partner. As a new sales |
| She officially offers you the job, and you say, "Yes, | | | | manager you need to "connect" with the salesperson |
| thank you. I've worked my whole career for this | | | | so they see that they can trust you. What you want |
| moment". She adds, "You take over the position the | | | | to become is a blend of manager/director/mentor |
| first of the month. An email will go out tomorrow. Call | | | | task master/confidant. There is no better way inside |
| me if you need anything". And that's it. | | | | a salesperson's psyche than through the spouse. I do |
| You look at the calendar and it's March 28th. Your | | | | not mean this in a manipulative sense. In my opinion, |
| smile of satisfaction is gone and the panic sets in as | | | | salespeople are more than islands in the world of |
| you ask yourself-what do I do now? | | | | sales. Salespeople go home at night and they talk to |
| This may not be of much satisfaction but you are | | | | their spouse/partner about the joys, disappointments |
| one of countless thousands of sales managers who | | | | and frustrations of sales. In essence, the salesperson |
| have been put in the same position. What's next? | | | | and his or her partner are a TEAM. They live sales |
| What do I do? Can I really do the job? What do the | | | | together. |
| salespeople think? And on and on and on. | | | | And if that last statement is true and I believe it is |
| Here's what you do: | | | | then you, as a new sales manager, need to connect |
| 1. Sit back and enjoy the moment. If this is what | | | | as much with the spouse as you do with the |
| you've wanted then enjoy and revel in the news. | | | | salesperson. You will discover a phenomenal amount |
| Break open a nice bottle of Pinot Noir and share it | | | | of fun information about the TEAM and their kids, if |
| with your spouse/partner. | | | | they have any. By virtue of a few hours of your |
| 2. The next day, after the email has gone to your | | | | time over a nice dinner and a $75 bottle of wine you |
| salespeople, call each one of them and say that you | | | | will become a member of this family, albeit a distant |
| would like to meet with each of them for one day. | | | | one. The partner will respect you, the salesperson will |
| My assumption is that the reps all know you so there | | | | appreciate you and you will have "connected" with |
| should be some fairly good vibes. Even if they don't | | | | the most important element in the salesperson's life. |
| know you well still plan on meeting with them. | | | | Why $75 for a bottle of wine. Please don't go cheap |
| 3. When you talk with the reps on the phone tell | | | | on the wine or the dinner. Your mission is to connect, |
| them that your goal in meeting with them is to get | | | | not scimp. If your boss has a hard time with this |
| to know them better; you want to understand their | | | | then you eat the cost. You'll make it up in |
| territory and their accounts; you want to know if | | | | commissions down the road. |
| they have any issues that need to be addressed; | | | | In future articles I'll offer some suggestions for that |
| you'd like to know what their expectations are for a | | | | first sit down with a salesperson. |
| sales manager; you'd like to share with them your | | | | Thanks, and have fun closing business! |
| philosophy of sales management; and, you'd like to | | | | |