So far we’ve seen lots of ways a manager has to step up to help their team. Whether it’s putting new tools and technology in place, making sure everything is set up correctly, reducing the admin in your processes, there is always room for improvement and that needs to be the focus.
Since you can’t always jump in to lead demos or do admin for them, you have to be able to show the value of doing it and motivate themselves by understanding the why.
If you take CRM admin as an example – a rep can consider it a box-ticking, tedious, “because my manager told me” type exercise. But by showing them the positive impact of good data hygiene, they can see the benefits for themselves. Being on top of admin and their daily workflow increases productivity so they could potentially ask for more leads or close more deals.
A manager should be able to walk the floor, ask questions and keep people thinking about new ways to do things, addressing multiple people on the team at the same time, fostering team communication in the process. Individual attention is for pipeline reviews and we’ll talk about those later.