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Hi

I am a Sales Manager, I have a sales team of 3 employees.

Due to the general pace of things I offen start things with the best intentions then negelt to complete or review.

This I put down to 2 things

A) The pace in of the environment I opperate.

B) My own poor memory.

I am generaly quite organised ( for a sales guy) and have good notes all stored and filed on the PC but I never 1-2-1 coach or sit down with them at my desk. After reviewing the resources on MT, I belive I would benifit from keeping a hard copy file on each of my sales team. this will enable me to track back and review things with them in real time. My question is how would you guys struture such a file my thoughts are
1-2-1 notes
Coaching projects
Performance review
KPI docs
Sales records
Achivements
Compleated Projects

I know this is basic stuff, but would like to build strong foundations to good clear communication. (improving sales performance is my number 1 prority)

Mark's picture

RB-

All I keep is a one on one notebook, with other documents that might be helpful or worth keeping in there along with my notes. My one on ones are my "bucket" for communication and record-keeping. I tend to be quite organized, and yet have never needed more than the one on one notebook with those extras.

Keep it all in the one, don't worry too much about different segments or divisions. It works great for me.

Mark

R--B's picture

Mark thank you for taking time to reply.

Am I complicating my 1-2-1's

Would you personaly use this time to talk about a team members sales performance in detail or is that another conversation for a different time.

also what do you mean by note book?. A4 book or ring binder etc

Richard

R--B's picture

Mark thank you for taking time to reply.

Am I complicating my 1-2-1's

Would you personaly use this time to talk about a team members sales performance in detail or is that another conversation for a different time.

also what do you mean by note book?. A4 book or ring binder etc

Richard

Mark's picture

Richard-

It sounds like you may be complicating them. Remember, they get the first 10-15 minutes. You only get the last 10-15. It's not like you're going to cover the waterfront every time. On the other hand, meeting every week whittles stuff down to manageable bites.

I have a 3 ring notebook, but it's not required. Whatever works for you to store the one on one forms in. I have one for all of my staff, and it's an inch and a half thick. I only keep maybe 12 weeks in there, the older stuff I put in a folder in my desk once I've given quarterly feedback.

Talking about sales in detail is fine. Don't stress yet about what to talk about... there's no pure agenda. Whatever is most important is what to talk about.

Mark

R--B's picture

thanks thats helpfull.