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“Take two aspirin and call me in the morning.”
Wouldn’t it be nice if that simple prescription solved all our ailments, both health and work related? When it comes to overcoming obstacles related to enabling your company’s sales team, it may seem that youneed an extra strength solution. Whether you’re a sales manager leading this enablement effort or a supporting player assisting with the cause, try these prescriptions for success.
Ailment: Because your sales team is spread all over the country—or the world—and
rarely all in the same place at the same time, you can’t figure out the best way to keep in
touch with them.
Symptoms: If you’re suffering from this communication ailment, you may have the following indicators:
Everyone in the organization, from Marketing to Learning & Development to IT, faces difficulties
distributing information to the sales team in a timely manner and in a mode that is easily
digestible for their busy schedules.
Sales managers struggle to communicate with each salesperson enough to ensure he or she is
following the appropriate business practices with prospects and customers.
Salespeople may not ask for help until they’re too far down the wrong road, which can lead to
reduced profitability, increased employee frustration and poor customer service.
Prescription: Do you feel like you’re continuously putting different bandages on this gaping wound? If so, take an objective step back from the issue to analyze your existing communication processes and identify the specific barriers to success. Go to the source—the sales team—and solicit their ideas. Ask them questions such as:
What expectations do they have for communicating with the sales manager, team and other
members of the organization?
What’s holding them back from communicating more?
What barriers prevent them from communicating successfully?
What are their preferred communication methods?
What will make them feel more supported, productive and satisfied?
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