mb&l consultores
Author: Martín Di Lorenzo

How to Reassure Our Sales Manager

What are the reasons why a Sales Manager becomes anxious? And how can we alleviate their concerns?

Como tranquilizar a nuestro Gerente de Ventas

In reality, perhaps “anxious” is a more fitting term than “nervous.” It’s true that in our sales tasks, we face pressure, particularly depending on the time of year. However, there’s no need for us to endure stressful, anxious, or worrisome situations. To prevent this, all that’s required is to do things correctly.

Doing things correctly means following the natural cycle inherent in each action (even if we sometimes overlook it). The natural cycle involves planning, developing a strategy, executing, measuring, and then planning again by analyzing and correcting the results obtained. Even when driving, we follow this same cycle, but we are so automated that we don’t realize it.

If we apply this concept to our daily sales tasks, we should also act in the same manner. In this case, we plan our territory at the beginning of each period, develop our sales strategy, execute, and measure to correct any deviations from our initial plan.

Is this enough to reassure my Manager? Perhaps not. A Sales Manager is essentially a Salesperson who has delegated the responsibility of selling, in addition to managing human resources. They want to witness the progress of sales in our Territory. They need substantiated reasons to trust our forecasts. Filling a sales funnel is straightforward, and an inexperienced Manager might believe that a funnel full of opportunities is sufficient. Our Manager will be more at ease if we can demonstrate that what is in the funnel deserves to be there and has a chance of closing in our favor. In other words, if we are in control of the Sales Process throughout our Territory. If the Salesperson is in control, their forecasts will be reliable, and that’s what reassures Managers. We will also be more at ease because at all times, we will know how to act, even when the year doesn’t seem to be the best. This is because when we know our territory and plan our year, we already understand how to execute, what needs to happen, our alternatives, and what kind of assistance we will need. If we neglect this, our result will be left to chance.

Knowing the right people, qualifying correctly, understanding our clients’ needs, and developing the right solution in agreement with those needs is what makes my funnel valuable. And consequently, my forecast is credible. If my Manager understands that I am in control of my territory, that I clearly know my opportunities, and that I qualify each one well, they will be confident, calm… and happy!

If you want to learn more about this or other Consultative Selling topics, call us, and let’s schedule a meeting.

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