Many times the things sales managers do are more important than the things salespeople do. Sound crazy? Think about it. How many professional sports teams play with no manager? In fact, are their managers in their offices while the game is on? Salespeople in our business are necessary to deal with customers. Managers are important if you expect ot get optimum returns on your investment in drawing customer traffic into your store.
Here are the things retail furntiure sales managers must be good at:
1. Gathering and analyzing sales performance metrics. This is how they know what needs to be fixed.
2. Developing goals with individual salespeople and store owners.
3. Developing standards of performance, expectations, and strategies to make it happen.
4. Coaching in the game - right out there with salespeople and customers - where the game is played.
5. Training salespeople in the standards of performance - how things are to be done.
6. Execution of the company selling strategy on the floor with salespeople and customers. Training without execution is wasted.
7. Developing people. Improving performance and getting people to their goals.
Helping sales managers become great at these things is my commitment and is the theme of my book "Living on the Top Line."
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