Complacency can be a big problem for a sales program. When the sales team does well, it’s easy to ignore them, to let things go along like normal and not think about changing anything. This can often be a mistake.
When it comes to your sales team, it doesn’t hurt to keep people on their toes, to keep them wondering about what’s happening next.
That doesn’t mean you should make them worry that they are going to be let go the first time they don’t reach their weekly or monthly quota. It’s not healthy for people to live in fear for their livelihood, but you do want to challenge your sales staff.
Don’t assume your current sales manage will be a permanent fixture. Many marketing experts feel the best way to keep a sales team fresh and productive will be renting your sales manager.
Most of the time, the person you currently have hired as your sales manager is someone who you pulled off your sales team. Chances are pretty good you made them manager because they showed strong leadership skills, and also put up high sales numbers each week. If this is the case, by permanently putting them in a managerial position, you’re depriving yourself of a good sales person. By rotating them back into the sales team, you make it possible for them to stay connected with their clients, the sales process, and continue to generate sales.
You never know what the future holds. By making the managerial position a rotating one, you’ll have multiple staff members ready to step in and take over if things go awry and you find yourself in desperate need of a good sales manager.
By making the position of sales manager a rotating position, you’re giving the rest of your sales team something to work towards. This often encourages them to stay motivated and to keep in contact with old clients while constantly reaching out to new prospects.
Managing a sales team can be tricky. Sales people tend to respond best when they have a close relationship with the person managing them. By routinely making sure that you send your current manager out on calls, you remind the rest of your sales team about the connection they share with the individual.