Sales Reps Matter

“Treat your salesperson like you would treat your most important customer—because they are!” – Colleen Stanley

Sales managers and business owners, it’s time to focus on the backbone of your success… your sales team. We featured this quote as a daily sales motivation recently, and we felt it should be showcased in a sales blog. Your salespeople aren’t just employees clocking in and out, they’re the lifeblood of your business. They drive your revenue, build relationships with your customers, and represent your brand every single day. How you treat your sales team directly impacts how they perform. It will also determine how long they stay and how much they care about your business and customers.

Treating your salespeople like your most valued customers starts with truly caring about them, not just as professionals but as individuals. Schedule regular 1:1 check ins to listen to their challenges and celebrate their wins. Go on Ride along with them (or Shadow them) to observe their approach, offer constructive feedback, and show that you’re invested in their success. Take them to lunch, get to know their “why” for working there, and learn about their families. A sales rep who feels seen and heard will always perform better than one who feels like a number.

Care about the details that matter to them, their money and their customers. Did we deliver an amazing process to the customer that was expected? Sales reps deliver these company messages to their clients and expect the company to act on those promises. Are their commissions accurate? Are they aware of any deductions and do they know why are they getting the deductions? Sales reps should always have a breakdown and always try to help your reps get their bonuses if they have that option. Show them you care and that you’re as invested in their earnings and development.

This isn’t about improving performance metrics and yet this is about improving performance metrics. When you create a culture of trust, respect, and loyalty and when your team knows you care about their well-being and success… they’ll naturally go above and beyond for you and your business… and, just as importantly, for your customers. As for improving the metrics… they will naturally rise due to the positive culture, trust, and energy created with your team.

Put love and heart into your sales management, show them you care, lead the way, care about their commissions, care about them, be genuine to your team, celebrate wins, give rewards and bonuses, have meetings not about sales, be curious about your team, find out their whys, etc. Best way to start is to… treat you sales team like your best customers!

NOTE: Sales Managers & Owners: Looking for guidance? We are offering new coaching programs to help to develop your sales team. Click here to learn about The Sales Mind Coach Coaching Program.