YourSalesManagementGuru

Blog archive

When You Leave

Sales leaders sometimes travel and sometimes they even take the time for a vacation! I can remember leading a sales management workshop 10 years ago when, at a break, it seemed almost everyone ran to a phone to check in and "put out fires." Two of attendees stayed behind and chatted casually about the class or other topics. It was a clear study of who were in control and, perhaps, who were not. The two sales managers must have known that even without them, their team and organization would continue to function.

In today's world with text, e-mail and mobile phones, staying in touch is easy...sometimes too easy. There are a few rules in leading a high-performance sales team when out of the office:

One: Make your team independent of you. Many first-time sales managers feel they must "serve" their team by solveing all their problems. While support is critical, absorbing their problems does not solve their problems -- it only adds to yours and limits your time to be effective on the strategic and key tactical actions you need to take to be successful. When a salesperson presents a problem to you, remember to say: "What are your three recommendations?" This will help them pre-think the issue before burdening you and, perhaps, solve the problem themselves.

Two: Assign Responsibility. When you are going to be away for a period of time, assign one or several salespeople to various roles. Obviously, you may limit their responsibility, but allow someone to run the weekly meeting or lead a sales training program and, if you have new or younger salespeople on your team, make sure each has an assigned senior to provide mentoring. These small tasks allow you to test and train others for future sales management roles.

Three: Turn off your phones. When you are at a conference, workshop or even taking a day off, enjoy the time to focus and clear the brain or, what I call, "get some fresh air." Sure, you can check your e-mail from time to time, but limit it to three times a day.

If you are living in a crisis mode and need to be in constant contact with everyone, then you might like to take the sales management Audit Analysis on my Web site to find out what you need to focus on to improve your sales management systems.

Posted by Ken Thoreson on August 31, 2010 at 11:59 AM


Featured

  • 2019 Microsoft Conference Calendar: For Partners, IT Pros and Developers

    Here's your guide to all the IT training sessions, partner meet-ups and annual Microsoft conferences you won't want to miss this year.

  • Microsoft Rolls Out SQL Server 2019 RC1

    The first release candidate of the forthcoming SQL Server 2019 product can now be downloaded from Microsoft's Evaluation Center page.

  • The 2019 Microsoft Product Roadmap

    From the next major update to Windows 10 to the next generation of HoloLens, here's what's on tap from Microsoft this year.

  • Microsoft, Tech Leaders Back Confidential Computing Consortium

    The Linux Foundation on Wednesday announced the formation of a new group that aims to ensure the security of processed data.

RCP Update

Sign up for our newsletter.

Terms and Privacy Policy consent

I agree to this site's Privacy Policy.