A 6-Point Checklist for Solution Selling Managers
As a solution selling manager, your job is to see that your sales team works as efficiently and effectively as possible.
The goal is to typically optimize some combination of revenue, margin and client satisfaction by guiding your sales reps toward the right deals for the right clients with a customer-centric, relevant, and differentiated solution of high value. But we get it…we understand how difficult it is to stay on track with the most important sales activities when there are so many demands on your time.
Efficiency is the ability to do things well, successfully, and without waste. This requires getting organized and prioritizing tasks with a smart to-do list. Do what needs to be done first, first. Time management experts recommend assigning specific tasks to specific times of day. Do the hardest mental work when you are the most able to concentrate. Then stagger so-called “rewards” (a coffee break, a 10-minute walk in the fresh air, a short call to a favorite customer) throughout your day to keep you on track.
To keep you operating at your peak, why not get really organized? Start with the following sales manager daily checklist created from solution selling training experts and then adapt it to suit your specific selling situation.
- Review Sales Team Goals
Your overall sales goals should provide clear and compelling context for whatever you do. Keep them in front of you to help plan each day, week and month. Be thoughtful of what you hope to accomplish in order to make measurable progress toward those goals. And keep track as you near them.
- Review Sales Reps’ Goals
Quickly think through your solution selling team and what progress they are making toward their individual sales goals. Identify which sales rep may need your help in overcoming buying obstacles, which sales rep seems to be falling behind, which sales reps are struggling and need sales performance coaching on better sales strategies and tactics. Give them a hand before difficulties grow too big to handle. Being proactive as sales manager is the best policy here. Devise and develop a plan to support the sales reps who need extra guidance and support. Write it down, make an appointment for later in the day and share your thoughts with them…this is what effective sales leaders and managers do to support their teams.
- Review Target Customer Needs
Staying in touch with customers is critical as you and your sales team seek to deepen relationships and stay current on what problems your customers face. Important and urgent needs should rise to the top. Take care of any high profile deals first. But don’t neglect any customer on your target list; rotate through contacting all your target customers in a methodical and regular way.
- Help Your Sales Reps Focus on What Matters
Think about how you can help your sales reps be more efficient. Only hold sales meetings that are designed to solve problems, to develop new or proven solution selling skills, or share important information and success stories of general value. The more time your sales reps have to spend with customers and prospects, the more likely they are to reach their sales targets. Eliminate time wasters like unproductive sales meetings and unnecessary sales reports.
- Check in with Marketing
Are you getting the leads you need? Have they been well qualified? Share what you have learned about these leads from your team and ask marketing what their data on effective campaigns have taught them. Make sure that marketing is focused on creating brand clarity, generating qualified leads and providing support collateral in a way that aligns with your overall sales strategy and value proposition.
- Keep Track of the Market
You need to be aware of changes in the market, if not before, at least as they occur. How is your competition doing? Have they changed solutions, products, services, or approaches? This is a time to do some big picture thinking. Watch for trends and share what you learn with your sales team that impact how you and your sales team go to market.
If you check off these 6 sales manager to-do’s each day, you can make great progress toward those critical sales goals.
To learn more, download 3 Smart Strategies to Scale and Upgrade Your Sales Team