When You Leave..Your Office

August 31st, 2010

When You Leave

Sales leaders sometimes travel and sometimes they even take the time for a vacation! I can remember leading a sales management workshop 10 years ago when at a break it seemed almost everyone ran to a phone to check in and “put out fires”. Two of attendees stayed behind and chatted casually about the class or other topics.  It was a clear study of who were in control and perhaps who were not, the two sales managers must have known that even without them, their team and organization would continue to function.

In today’s world with text, email, vmail and mobile phones staying in touch is easy-sometimes too easy.  There are a few rules in leading a high performance sales team when out of the office.

One: Make your team independent of you. Many first time sales managers feel they must “serve” their team and solve all their problems. While support is critical, absorbing their problems  does not solve their problems, it only adds to yours and  limits your time to be effective on the strategic and key tactical actions you need to  take to be successful. When a salesperson presents a problem to you remember to say:  “What are your 3 recommendations?” This will help them pre-think the issue before burdening you and perhaps solve the problem themselves.

Two: Assign Responsibility. When you are going to be away for a period of time, assign one or several salespeople to various roles. Obviously you may limit their responsibility, but allow someone to run the Monday Morning Meeting or lead a Sales Training program and if you have new or younger salespeople on your team, make sure each has an assigned senior to provide mentoring. These small tasks allow you to test and train others for future sales management roles.

Third: Turn off your phones.  When you are at a conference or workshop or even taking a day off, enjoy the time to focus and clear the brain or what I call, “get some fresh air”.  Sure you can check your email from time to time but limit it to three times a day.

If you are living in a crisis mode and need to be in constant contact with everyone then you might like to take the sales management Audit Analysis on our web site to find out what you need to focus on to improve your sales management systems. www.AcumenManagement.com

Ken Thoreson, president of Acumen Management Group Ltd. “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 12 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America. Move up and move ahead!   Ken provides Keynotes, consulting services and products designed to improve business performance.  

Email:   Ken@AcumenMgmt.com  Web:  www.AcumenManagement.com Blog:  www.YourSalesManagementGuru.com

This entry was posted on Tuesday, August 31st, 2010 at 9:28 am and is filed under sales leadership, Sales Leadership Training, Sales Management, Sales Management Consulting, Sales Management Planning, Sales Management Systems, Sales Management Training. You can follow any responses to this entry through the RSS 2.0 feed. Both comments and pings are currently closed.

One Response to “When You Leave..Your Office”

  1. Joe Says:

    Great tips! Another one that would be useful is to make sure you clearly state your expectations to your staff. If you constantly find yourself dictating what your staff does while you’re in the office they’ll expect this while you’re out. Set clear goals and expectations and you’ll be able to enjoy your time away.

    Source:
    http://www.usanfranonline.com/online-certificates/sales-management-training.aspx