Sales Management Mentor - Nancy Withers

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#19 Three Ways To Market Your Sales Team To Leadership

Épisode 19

dimanche 8 septembre 2024 • Durée 06:34

Many new managers assume that strong team performance will naturally get noticed, but this often isn't the case. The episode presents three detailed strategies to ensure your team's achievements and efforts are visible at higher levels in the organization.

1. Lack of Team Visibility: Managers often believe their team's performance will speak for itself. However, leadership may not always be aware of the hard work, challenges, and contributions your team is making. This is especially true when senior leaders are not closely involved in the day-to-day activities. As a result, teams can remain underappreciated despite delivering strong results.

2. Fear of Self-Promotion: Many managers worry about being perceived as boastful or overly self-promotional when they talk about their team’s achievements. This can prevent them from sharing valuable wins with leadership. The episode explains how to frame team accomplishments as learning opportunities for the larger organization, making it easier to share successes without feeling like you are bragging.

3. Navigating Organizational Structures and Timing: Many new managers struggle with knowing when and how to communicate their team’s accomplishments, especially during key moments such as promotion cycles or leadership discussions. Without this knowledge, it can be hard to advocate for promotions or strategic initiatives, leaving deserving team members overlooked.

Keys to Marketing Your Team

1. Position Wins as Best Practices: One way to market your team is by presenting their accomplishments as best practices that can benefit the entire organization. This allows you to share successes in a way that feels collaborative rather than boastful. For instance, if a team member develops a particularly effective sales technique, share it with larger teams or regions as a valuable insight. This not only elevates your team’s visibility but also positions them as contributors to broader organizational success.

2. Use Impactful, Digestible Emails: Another method is to send concise, bulleted emails to your direct leader or leadership teams. These emails should highlight specific wins or achievements that have had a tangible impact on the business, making it easy for your leader to forward them up the chain. By keeping the emails short and focused on the results, you create a simple way for your boss to promote your team without overloading them with details.

3. Leverage Sales Competencies to Justify Promotions: Use sales competencies to support discussions about team member promotions. By tracking key qualitative behaviors such as technical knowledge, ability to close, or seeking out new opportunities, you can present a clear case for why a team member deserves a promotion. When timed correctly—about two months before the promotion cycle or other key evaluations—this approach provides leadership with concrete evidence that can’t be easily overlooked.

Visit illumatesalesconsulting.com for more sales manager resources!

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#18 You're Making These Mistakes With Team Career Development

Épisode 18

mardi 27 août 2024 • Durée 08:00

We explore some of the mistakes that sales managers often make when it comes to career development with their teams and how to avoid them. Many managers feel overwhelmed by their day-to-day responsibilities and struggle to find the time for career development, but neglecting it can lead to missed opportunities for both the team and the organization.

Mistake #1: Not Engaging in Career Development

The first and most common mistake is not doing any career development at all. Career development involves working with team members to enhance their skills and competencies, either to excel in their current roles or to prepare them for future leadership positions within or outside the company. We recommend focusing your efforts on the top half of your team’s performance bell curve. Scheduling career development discussions at least twice a year, aligned with mid-year and annual reviews.

Mistake #2: Vague Discussions Without Follow-Up

The second mistake is having vague career development discussions that lack structure or follow-up. It’s not enough to simply mention career development in passing; you need a concrete plan. A structured approach, such as a three-step career development process, can be invaluable. This process involves your team members identifying areas they want to develop, followed by a collaborative discussion on the actions they need to take. Importantly, the responsibility for these actions should lie with the team member, while you provide guidance and support.

Mistake #3: Relying on Passive Resources

The third mistake is thinking that sending a team member a link to an article or a resource is sufficient for their career development. While resources can be helpful, real growth comes from active development opportunities. One effective method is assigning “bubble assignments,” where a team member works on a cross-functional project or takes on additional responsibilities within another department or sales group. This not only broadens their experience but also prepares them for more advanced roles. Another strategy is pairing team members with mentors within the organization. For instance, if a team member shows an interest in another field, like marketing, you can facilitate a mentoring relationship with a leader in that department. Finally, giving team members leadership opportunities—such as leading meetings, representing you in discussions, or facilitating broader team activities—allows them to step into roles that challenge them and build their leadership capabilities.

#9 THE Secret Tool For Assessing Your Team

Épisode 9

samedi 29 juin 2024 • Durée 09:44

In this episode, we reveal the secret tool every sales manager should be using: the competency framework. This essential tool provides a non-biased, structured way to evaluate your team's observable behaviors and align them with job expectations. If you’re not already using a competency framework, it’s time to start!

1. Understanding Competency Frameworks: Learn what a competency framework is and why it's important for assessing your team's performance. We'll break down its components, including core competencies, rating levels, and how it ties into job descriptions.

2. Building Your Own Framework: Get practical advice on creating a competency framework tailored to your team. We'll discuss how to use job descriptions and annual goals to define competencies and provide clear, observable behaviors for each rating level.

3. Applying the Framework: Discover how to use this tool in your day-to-day management. We cover the importance of working with your team, whether in the field or on calls, and how to rate observable behaviors.

4. Real-World Examples: Hear real-life stories of how the competency framework helped manage team members at different performance levels—from those needing improvement to high achievers ready for promotion. Learn how to use the framework to give constructive feedback, support development, and advocate for promotions.

By the end of this episode, you’ll have a clear understanding of how to implement a competency framework and use it to drive your team’s success. Plus, we have a free resource for you!

Go to https://www.illuminatesalesconsulting.com/5-tips-to-make-the-most-of-your-mid-year-reviews to grab it.

#salesmanagement #leadershipskills #leadershipdevelopment #feedback #teamdevelopment

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#8 Top 3 Reasons Your One On Ones Are Not Effective

Épisode 8

mardi 18 juin 2024 • Durée 11:08

In this episode, we dive into why your one-on-one meetings with your team might be falling short and we give you practical solutions on how to fix them.

Here are three areas that you might be making mistakes with your one-on-one’s:

1. Lack of Preparation: Discover the importance of preparing for your one-on-ones to make them productive and keep your team accountable. Get tips on how to create a follow-up list to discuss with your team.

2. Infrequent Meetings: Learn why the frequency of your one-on-ones matters and how they can be used to help build rapport. Understand the negative impact of regularly canceling your one-on-ones and how it can affect team loyalty.

3. Lack of Structure: Find out how having just a structure to your one-on-ones can make them more effective. You'll also get insights on tailoring the format based on your team members' DISC profiles for better engagement.

With these tips and strategies, you’ll be able to improve the quality of your one-on-one meetings, boost communication, enhance accountability, and build a positive team culture. Let’s get started!

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#7 3 Keys For Creating A Team Newsletter

Épisode 7

vendredi 8 septembre 2023 • Durée 07:49

Join us for a great discussion on the three fundamental keys to creating a team newsletter that not only informs but also inspires and connects your team members. Whether you're aiming to boost morale, improve communication, or share important updates, these three keys will help set up your team for success.

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#6 DISC Profiles: How To Guide For Sales Teams

Épisode 6

mardi 1 août 2023 • Durée 11:43

Ever wish you had a personal decoder to understand your team better? Well, get ready to become a pro at reading the DISC profiles of your team! We will break down each DISC style, provide helpful tips for how to meet one on one with each style, and how to use email to help figure out what style someone is. Visit illuminatesalesconsulting.com/podcast-6 to grab your free manager DISC resource!

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#5 7 Building Blocks For Marketing Your Team

Épisode 5

mardi 25 juillet 2023 • Durée 14:37

Learn why and how to you market your team internally within your organization. I have 7 building blocks for you to make it easy and so you can start marketing your team right away. Team marketing is really important and it is an easily overlooked component of building a great sales team. There are just so many benefits that come from marketing your team and being purposeful about marketing your team. The biggest reason that team marketing is so important is because it creates a sense of community. It helps build your team culture, it builds trust, and it makes your team members feel proud to be part of the team. It also highlights best practices which help you build a high performing team. Check out the links and examples in the show notes at:https://www.illuminatesalesconsulting.com/podcast-5Grab your free one on one template here:https://mailchi.mp/illuminatesalesconsulting.com/one-on-one-tips-template

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#4: Sales Manager Guide To Effective Mid-year Reviews

Épisode 4

mardi 18 juillet 2023 • Durée 12:57

You have a great opportunity with the mid-year discussion to provide affirmation, give feedback on areas of improvement opportunities, provide great examples of your team’s work, check in on performance, and check in on their qualitative performance like how they build customer rapport. This also is a great time to touch on career development if you aren’t already doing that in your regular one on ones. You can grab the 5 Tips For Making The Most Of Mid-Year Reviews and a Bell Curve Performance Plot for your team in the show notes at illuminatesalesconsulting.com/podcast/4.

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#3: Elevate Your Team: 10 Essential Meeting Topics

Épisode 3

mardi 11 juillet 2023 • Durée 10:39

Team meetings are important for encouraging collaboration, sharing best practices, and helping your sales team focus their efforts on what is most important. I have 10 team meeting topics for you and will talk about how to make the most of your time with your team. I know you are thinking that 10 seems like a lot and to be honest, you won’t cover all 10 in every team meeting. You will want to cover all 10 in some fashion over time as you conduct your team meetings. I have put the list together for you and you can grab it for free in the show notes on our website illuminatesalesconsulting.com/podcast/2. It's free and its called 10 Must Have Team Meeting Topics.

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#2: Getting Started With One On Ones

Épisode 2

mardi 4 juillet 2023 • Durée 20:30

We are breaking down how to do O3’s step by step. If I had to pick, one on ones is THE most important activity you can do with your team. If you are a sales manager who isn’t currently doing one on ones with your team, struggling with building trust with your team, or hope to be a sales manager someday, then this podcast is perfect for you. I have created not only a tips worksheet for you but have also put together a template in a free resource, the One On One Tips & Template that you can use with your team in Google Docs. You can find both resources at the show notes at illuminatesalesconsulting.com/podcast/2 on our website.

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Sales Management Mentor – Détails, épisodes et analyse

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