Author: Simon Hazeldine
Published in Nov 2019
What sort of performance environment do your sales managers and sales leaders create for the sales teams in your company?
The performance environment present in your company will have a major impact on the performance of your sales people. The performance environment that exists will be heavily influenced by the behaviours and practices of your sales managers and sales leaders.
At Mentor Group our experience is that sales people perform best when their working environment has the correct blend of support and challenge.
The following model articulates how differing levels of support and challenge create four basic types of environment.
What action do you need to take?
Do you need to increase the level challenge given to your sales people? For example, do you need to have more robust business reviews, pipeline and forecast reviews, more stretching targets or more tightly defined performance metrics?
Or do you need to increase the level of support given to your sales people? For example, do you need to provide them with training, coaching, new equipment, better back office support or less burdensome administration?
You can also flex the levels of support and challenge you are providing via regular coaching activity. Coaching can be used as both a driver of support and challenge and should be a regular feature of how your sales teams are managed.
In any company you don’t get the level of standards and performance that your sales people are asked for. You will get the level of standards and performance that are tolerated by your sales managers and sales leaders. It is they day to day behaviours of your sales managers and sales leaders, that your sales people experience on an on-going and regular basis, that will define the performance environment that exists within your company.