Evaluating yourself as a sales manager can make the difference between a slumping sales team and a successful one. This NLP self-evaluation tool will show you how to assess your own performance so that you can take your team to new levels of productivity.
Many managers attribute their challenges to external factors such as procedures, individual sales executives, and market climate. While these factors are important, managers often miss one critical element in their evaluation of the issues.
As a sales manager, how often do you look within?
A sales manager’s clients are his or her sales executives. As a manager, your product is your own leadership and ideas that will make everyone more effective. What are you promoting to your team?
Ask yourself the following questions to understand where you could make improvements on your ‘presentation.’
1. On a scale of 1-10, how do you rate your state of mind on a day-to-day basis?
Your state of mind is observed through a magnifying glass when you are a sales manager. Though you may say the right things, you cannot hide your mental and emotional state.
93% of your communication lies outside of the words you speak. Your executives notice how you react to stress, defeat, lack of qualified clients and other challenges. When times get tough, how well do you react, internally? How do you handle yourself in the workplace when personal issues arise?
2. On a scale of 1-10, how do you rate your motivation on a day-to-day basis?
Motivation strategies: No matter what role you have as a manager, you are a motivator through your voice or by your actions. Sales executives look to you for inspiration and aspiration.
Are you leading by example? Are you aware of your team members’ goals? Do you understand specifically how each sales executive needs to be motivated in pursuit of maximum results?
3. On a scale of 1-10, how do you rate your communication skills?
Being an effective communicator is a top priority for a manager. Are you communicating your desires for the team? Are they receiving their personal budgets and targets? Are they aware of the goals of the company and upcoming opportunities? Are you approachable? Do you know how to give specific instructions? Do you actively listen?
How well would your team say you communicate?
4. On a scale of 1-10, how do you rate your strategic thinking?
A sales manager is required to think strategically. This applies to specific sales and to the overall growth of your sales department. A fast-paced sales environment demands structured thought patterns that lead to productive actions.
How flexible are you? Do you operate in a possibility mind frame? Do you consider ‘how’ something is happening as well as the ‘why’? Do you create detailed action steps towards desired outcomes?
5. On a scale from 1-10, how do you rate your sales training?
Training at times can be an ‘eye roller.’ You may not want to give training because it’s just one more item added to your plate.
Giving training sessions, however, needs to happen so that your sales executives have the opportunity to improve. You may believe it’s up to your staff to do training on their own time. Yet, many sales executives don’t know where to begin training. They don’t know what they don’t know.
Are you providing unique training topics? Are you providing advanced training? Do you have a solid training format? Are you training on state of mind, motivation, communication and strategic thinking?
Now that you have given yourself an honest rating in these five areas, which area could you improve for immediate results? What are a few action steps that you could take to move your sales team from good to great?
Self-evaluation shines a light on your inner workings as a leader. By taking action to move up the scale in these capacities, you will create a better team, better numbers, and greater overall satisfaction.
Training your sales team with NLP tools can have significant improvement not only in sales but also in team building. View our Online NLP Sales Training and Certification course to see how easy it can be to start learning and implementing NLP in with your sales team right away.