Sales Management Tip #12: Sales are Down… What is the Boss Going to Say?
Sales managers have no shortage of challenges. I always hated having to explain why sales are down. I can remember numerous times.
I faced challenges when sales were off. One year in February we were already behind budget in sales. I knew I had to do something. So I quickly thought up a 3 point plan and marched down to my boss’s office.
I stated that I was concerned about sales and I decided that I was going to do the following:
- Cancel all training for the next 3 months
- Have the trainers out in the field supporting the sales force and
- Launch a contest that focused on sales reps making more calls
Not really a brilliant plan but I was being proactive. The following day when my boss looked at his sales report, I didn’t get a phone call asking what’s going on.
Tip #12: Proactively Manage your Boss
Your boss is no different than you. All bosses want to know two things: One that you know what your issues are: Two that you are doing something about them. Put yourself in your boss’s shoes. S/he has enough to worry about. If your boss is spending time wondering what you are doing about your issues than they are really questioning whether you are effectively doing your job.
Before your boss figures out your issues, communicate and demonstrate that you have a plan to proactively address your issues. Remember, the best defense is an offense.
Sales executives and managers who are looking for more sales management tips to take their game to the next level look for my book 52 Sales Management Tips: The Sales Manager’s Success Guide