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Ready Maestro
www.melindabrody.com
407-294-7614
Ready Maestro
As a sales manager, your job is much like that of a conductor on the stage. Your ensemble of (musical) talent is varied and ranges from the inexperienced accompanist to the virtuoso. And yet, to be successful, your orchestra (team) must all be playing the same tune!
So, how do you compose the dream team and watch sales reach a crescendo?
1. Create a symphony of common goals and review these at your sales meetings. Everyone on the team has an instrument to play and, when the results come in, make sure you give them the fanfare they truly deserve. You could even organize a quarterly event for the team to tie in with the results.
2. Reward and recognize successes - let's toot their horns and give them a chance to take a bow. Remember, praise, praise and praise again. It goes a long way and keeps everyone motivated to keep up the good work. Make sure to mention smaller successes as well as the really big ones. That way everyone gets a mention, not just the virtuoso performers.
3. Compose a training program to allow each performer to add strings to their bow. Maintain an on-going program, whether in-house or with an outside consultant, to help everyone perform at his or her best. Harmonize skill sets and knowledge levels in the team, and help them learn from each other. Encourage your salespeople to use the models at quiet times and rehearse their presentation with each other. It's a great way to fine-tune their repertoire.
4. Acknowledge each player as a ‘Percussionist' in their own right. Each person has to play many instruments: information giver; listener; fact finder; presenter; problem solver; rapport builder; communicator and closer. A medley of talents, where each artiste has different strengths and weaknesses. Recognize each person as an individual and how their needs from you, their mentor, differ, and adapt your management style accordingly.
5. Tune in your ear to your sales teams mood and the music they make. Is it harmonious or is it the blues? Are they in concert with a common issue they keep playing over and over? Listen closely and encourage suggestions for improvement. Often the best ideas come from those making the music every day.
Music evokes all kind of emotions and moods. Your job is to make sure the tunes your team plays are uplifting, vibrant and inspirational, and worthy of an Encore performance the following year. So pick up the baton - are you ready Maestro?
Melinda Brody, MIRM has been inspiring and evaluating salespeople for almost two decades. She offers sales seminars, keynotes and video mystery shopping services for builders across North America.
