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Guest post by: Wayne Berry Become an Author

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It can work, but consideration should be given to one of the highest priorities that a Sales Manager has. This is to get as much profitable business as they possibly can, through their sales team.

It is very important that they get it through their team and not for their sales team.

So what should a Sales Manager do when sales leads come through?

Should they give the good leads to their best sales people and the lower quality leads or no leads at all to their less successful sales people?

If they do this, it will often lead to resentment from other sales team members.

What we teach Sales Managers is “Lead Management”.

Regardless of which sales person a lead is given to, a good Sales Manager will monitor and manage the lead through to the order being placed. If an order is not obtained, they should still be managing the lead by finding out why their company did not get the order. In doing so, they may speak with the prospect themselves and find out why the business was not forthcoming.

Prospects generally react positively to this and often feel important being contacted by a manager. This can sometimes turn a prospect around resulting in a sale after all. Perhaps the prospect did not have confidence in the sales person, or didn’t fully understand the benefits of what was being offered. Often they will tell the Sales Manager things that they would never have said to the sales person. This can also help the Sales Manager to understand the sales person better, and identify gaps in their selling skills, or in their product knowledge. The Sales Manager can now help their less successful sales people to upgrade their skills and product knowledge.

The good thing about skills is that all skills can be learned.

So if the selling skills and product knowledge of every member of their team is upgraded, the sales manager will not have to monitor and manage members of their team as much.

So the Sales Manager should be able to give leads to a sales person whose skills are less than fully developed, and then work more closely with them to get the business.

This can start right from the beginning when the sales lead comes in. It may be a phone enquiry where the sales person takes the call, or it could be a phone call out in response to an enquiry.

A Sales Manager can demonstrate how this is done by handling the lead themselves and by allowing the sales person to listen in. Alternatively the sales person can sit in on a call made by a high performer on the team.

Once this has been done, now the sales person can start to uses these skills and strategies themselves while being coached by their sales manager who listens in on phone calls or goes on sales calls with these sales people.

By following this training, coaching, monitoring and managing process with their team members, the Sales Manager can make the sharing of sales leads amongst their sales people work.

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