{"id":4005,"date":"2023-04-03T11:55:34","date_gmt":"2023-04-03T15:55:34","guid":{"rendered":"https:\/\/distributionstrategy.com\/?p=4005"},"modified":"2023-04-03T11:55:34","modified_gmt":"2023-04-03T15:55:34","slug":"teach-your-sales-managers-diagnostic-skills","status":"publish","type":"post","link":"https:\/\/distributionstrategy.com\/2023\/04\/teach-your-sales-managers-diagnostic-skills\/","title":{"rendered":"Teach Your Sales Managers Diagnostic Skills"},"content":{"rendered":"<p><span data-contrast=\"auto\">It\u2019s a fascinating phenomenon that many sales forces seem to live in a magical land where employees get promoted into sales management roles based on how well they did a completely different job (selling). Then, in some mystical, mysterious way, these new sales managers are expected to know how to conduct pipeline reviews and develop forecasts in addition to hire, motivate, diagnose performance issues, field train, coach, manage and lead a team of sellers. All without training or coaching on those very things.\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:120,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><!--more--><\/p>\n<p><span data-contrast=\"auto\">This is not limited to wholesale distribution, by any means, but I do still see it occurring in our noble profession, even today.\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:120,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<h2><b><span data-contrast=\"auto\">We\u2019re on the Right Track<\/span><\/b><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:240,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\">\u00a0<\/span><\/h2>\n<p><span data-contrast=\"auto\">Now, that said, there has also been positive change in our profession recently. Given:<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:120,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<ul>\n<li><span data-contrast=\"auto\">the industry disruption we\u2019ve faced (and still face)<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/li>\n<li><span data-contrast=\"auto\">the changes (and after-affects) thrust upon us by a global pandemic<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/li>\n<li><span data-contrast=\"auto\">the ongoing evolutions in B2B buying behavior<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/li>\n<\/ul>\n<p><span data-contrast=\"auto\">\u2026 Forward-thinking company leaders, researchers, educators, consultants, associations and experts like those at <\/span><a href=\"https:\/\/sparxiq.com\/distributor-sales-transformation-resources\/\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"none\">my employer<\/span><\/a><span data-contrast=\"auto\"> and the team here at Distribution Strategy Group are leading the way into an even better future for distributors (or at least for those that are paying attention and taking action).\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:120,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">I\u2019m seeing business-model and sales-model evolutions, smarter and more targeted marketing, the blending of ecommerce and field sales, the optimization of inside sales teams, the intelligent application of technology, the application of strategic pricing methods to increase profits to support other growth initiatives and more.\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:120,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Yet, while these things are both strategic and critical, to refocus on the point of this post, investments in developing front-line sales managers are not as common. These managers are a key performance lever for change and performance improvement, and when well trained, are truly a force multiplier. After strategic and tactical planning, these managers are your implementation and execution team.\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:120,&quot;335559739&quot;:240,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><b><span data-contrast=\"auto\">If I had a dollar to spend on sales training, I\u2019d spend 75 cents on the front-line sales managers.<\/span><\/b><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:120,&quot;335559739&quot;:240,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">You can\u2019t eat an elephant in one sitting, and I\u2019m not going to try to cover all the gaps I mentioned above in <\/span><b><span data-contrast=\"auto\">The Challenge<\/span><\/b><span data-contrast=\"auto\"> section in one article. So, let\u2019s start with purposely teaching front-line sales managers, both new and seasoned, some diagnostic skills for sales management.\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<h2><b><span data-contrast=\"auto\">Diagnose First, Then Prescribe<\/span><\/b><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:240,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\">\u00a0<\/span><\/h2>\n<p><span data-contrast=\"auto\">The other thing that\u2019s true is that front-line sales managers are incredibly busy. Leaders should do whatever they can to remove non-essential tasks from their plates to free time to engage with their teams and lead, manage and develop them to higher levels of performance. (Is anything they could do more important than that?)\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:120,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Even with barriers removed, it\u2019s still a busy role. This is one of many reasons why teaching diagnostic skills is important. It\u2019s counter-intuitive, because analysis and diagnosis take time, but the time spent upfront will speed everything afterward, and improve the return on their efforts with their team.\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:120,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Consider the difference between these two scenarios, where a sales manager says:<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:120,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><b><span data-contrast=\"auto\">Scenario 1:<\/span><\/b><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:60,&quot;335559739&quot;:60,&quot;335559740&quot;:240,&quot;469777462&quot;:[1563],&quot;469777927&quot;:[0],&quot;469777928&quot;:[1]}\">\u00a0<\/span><\/p>\n<p><i><span data-contrast=\"auto\">\u201cHey Ruth. I\u2019m available next Tuesday and would like to attend some sales meetings with you. What do you have scheduled that day?\u201d<\/span><\/i><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><b><span data-contrast=\"auto\">Scenario 2:<\/span><\/b><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:60,&quot;335559739&quot;:60,&quot;335559740&quot;:240,&quot;469777462&quot;:[1563],&quot;469777927&quot;:[0],&quot;469777928&quot;:[1]}\">\u00a0<\/span><\/p>\n<p><i><span data-contrast=\"auto\">\u201cHey Ruth. Based on my analysis, I\u2019d like to spend time with you when you\u2019re working with buyers in [Stage 3]. When can we do that?\u201d<\/span><\/i><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:60,&quot;335559739&quot;:60,&quot;335559740&quot;:240,&quot;469777462&quot;:[1563],&quot;469777927&quot;:[0],&quot;469777928&quot;:[1]}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">In the first scenario, any feedback or coaching will be random. If the manager sees anything that she can coach to improve performance, it will be entirely opportunistic and based on luck.\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:120,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">In the second scenario, the manager is purposefully targeting a process stage for a reason, perhaps based on lower-than-average conversion ratios between Stages 3 and 4, based on an analysis of pipeline and opportunity management data. To make this even more effective, the manager can have Ruth do her own analysis, and meet to review her work and compare it to the manager\u2019s analysis. This is a great exercise, will help the rep develop diagnostic skills, and fosters buy-in from the rep, as well.<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:120,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">This is just one possible example, but hopefully it points out the power of diagnostic skills to target areas for performance improvement, that will make a difference in results, when addressed.\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:120,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<h2><b><span data-contrast=\"auto\">How to Actually Do It<\/span><\/b><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:240,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\">\u00a0<\/span><\/h2>\n<p><span data-contrast=\"auto\">For some folks, and understandably so if they haven\u2019t done it before, this is easier said than done. Let\u2019s break it down.\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:120,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<h3><b><span data-contrast=\"auto\">Leading and Lagging Indicators<\/span><\/b><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:240,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\">\u00a0<\/span><\/h3>\n<p><span data-contrast=\"auto\">Leading indicators are the things you do to produce a result. The results are your lagging indicators. Both are important for diagnostic purposes.\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:120,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">If your sellers are prospecting for new business or working with an account to expand and grow results, there are steps they take, or tasks and activities they perform to achieve the desired outcome. By measuring what they do, with whom, how often, and as applicable, when and where they do it, you\u2019ll be better able to predict the outcome, or the lagging result.\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:120,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">In every process, there are stages, objectives, tasks, and exit criteria. The type, amount and frequency of activities can be tracked as leading indicators. Without this, you are left guessing at why the lagging indicators are off target.\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:120,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><a href=\"https:\/\/distributionstrategy.com\/wp-content\/uploads\/2023\/04\/Picture1-1.jpg\" target=\"_blank\" rel=\"noopener\"><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-4007 size-full\" src=\"https:\/\/distributionstrategy.com\/wp-content\/uploads\/2023\/04\/Picture1-1.jpg\" alt=\"\" width=\"1540\" height=\"716\" srcset=\"https:\/\/distributionstrategy.com\/wp-content\/uploads\/2023\/04\/Picture1-1.jpg 1540w, https:\/\/distributionstrategy.com\/wp-content\/uploads\/2023\/04\/Picture1-1-300x139.jpg 300w, https:\/\/distributionstrategy.com\/wp-content\/uploads\/2023\/04\/Picture1-1-1024x476.jpg 1024w, https:\/\/distributionstrategy.com\/wp-content\/uploads\/2023\/04\/Picture1-1-768x357.jpg 768w, https:\/\/distributionstrategy.com\/wp-content\/uploads\/2023\/04\/Picture1-1-1536x714.jpg 1536w\" sizes=\"auto, (max-width: 1540px) 100vw, 1540px\" \/><\/a><\/p>\n<p style=\"text-align: center;\"><span data-contrast=\"auto\">[click the image to view a larger version]<\/span><\/p>\n<p><span data-contrast=\"auto\">For example, for prospecting, who are they targeting, what pre-contact research are they doing, which channels are they using to reach out, and what is their messaging and approach for each? Then, how many contacts (email, voicemail, calls, LinkedIn InMails or comments) do they make per day, and what is their nurturing sequence?\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:120,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">If their role is to set appointments for others, the appointments set and held is their lagging indicator or result. If their role entails opening and managing new opportunities to a successful close, the sale itself is the lagging indicator. It\u2019s contextual and role based.\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:120,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><b><span data-contrast=\"auto\">Note:<\/span><\/b> <span data-contrast=\"auto\">For a deeper discussion and one example of a report that you can build for diagnosing pipeline metrics and new business development, <\/span><a href=\"https:\/\/sparxiq.com\/analyze-historical-data-to-improve-future-sales-performance\/\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"none\">see this post<\/span><\/a><span data-contrast=\"auto\">. To see a detailed webinar deck on various sales metrics across the customer lifecycle, <\/span><a href=\"https:\/\/www.mikekunkle.com\/wp-content\/uploads\/2023\/02\/iQ-Advisory-Services-Sales-Metrics-That-Matter-1.pdf\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"none\">download this (ungated) document<\/span><\/a><span data-contrast=\"auto\">.\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:120,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<h3><b><span data-contrast=\"auto\">Use ROAM for Root-Cause Analysis<\/span><\/b><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:240,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\">\u00a0<\/span><\/h3>\n<p><b><span data-contrast=\"auto\">ROAM<\/span><\/b> <span data-contrast=\"auto\">is a diagnostic method that helps managers get to the root-cause of performance issues. The acronym stands for <\/span><b><span data-contrast=\"auto\">R<\/span><\/b><span data-contrast=\"auto\">esults vs. <\/span><b><span data-contrast=\"auto\">O<\/span><\/b><span data-contrast=\"auto\">bjectives, and <\/span><b><span data-contrast=\"auto\">A<\/span><\/b><span data-contrast=\"auto\">ctivities plus <\/span><b><span data-contrast=\"auto\">M<\/span><\/b><span data-contrast=\"auto\">ethodology.\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:120,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">In any area of performance, compare the <\/span><b><span data-contrast=\"auto\">Results<\/span><\/b><span data-contrast=\"auto\"> to the <\/span><b><span data-contrast=\"auto\">Objectives<\/span><\/b><span data-contrast=\"auto\">. You are comparing actual performance to the goal, so this can be done for both leading and lagging indicators. When there are shortfalls, prioritize those shortfalls based on the size of the gap, the correlation between the analyzed metric and the result, and the relative importance of the result. This provides focus.\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:120,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">In an area of prioritized shortfall, review the leading indicators to analyze the <\/span><b><span data-contrast=\"auto\">Activities<\/span><\/b> <span data-contrast=\"auto\">being performed. Who is doing what with whom, what exactly are they doing, with what frequency, how often and when? When you have activity reporting set up, it makes this easy for managers, and that should be your goal.\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:120,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Very often, performance can be improved simply by fixing the activities or level of activities. But if not, you must also explore the <\/span><b><span data-contrast=\"none\">Methodology<\/span><\/b> <span data-contrast=\"auto\">of those activities, or how well they are being completed (the quality of execution, meaning the quality of the sales methodology).\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:120,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">In almost 40 years of diagnosing and addressing performance issues that are people or skill related, I have never seen a <\/span><b><span data-contrast=\"auto\">ROAM<\/span><\/b><span data-contrast=\"auto\"> analysis fail to find the root cause. That doesn\u2019t mean that there aren\u2019t causes outside of the person and their skills, though, and managers need to be aware of this.\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:120,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">I have found the two tools pictured below to be exceptionally helpful for managers in diagnosing and determining a viable solution.\u00a0<\/span><\/p>\n<p><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:120,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\"><a href=\"https:\/\/distributionstrategy.com\/wp-content\/uploads\/2023\/04\/Picture2-1.jpg\" target=\"_blank\" rel=\"noopener\"><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-4009 size-full\" src=\"https:\/\/distributionstrategy.com\/wp-content\/uploads\/2023\/04\/Picture2-1.jpg\" alt=\"\" width=\"704\" height=\"906\" srcset=\"https:\/\/distributionstrategy.com\/wp-content\/uploads\/2023\/04\/Picture2-1.jpg 704w, https:\/\/distributionstrategy.com\/wp-content\/uploads\/2023\/04\/Picture2-1-233x300.jpg 233w\" sizes=\"auto, (max-width: 704px) 100vw, 704px\" \/><\/a><\/span><\/p>\n<p style=\"text-align: center;\"><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:120,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\"><a href=\"https:\/\/distributionstrategy.com\/wp-content\/uploads\/2023\/04\/Picture3-1.jpg\" target=\"_blank\" rel=\"noopener\"><img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-4010 size-full\" src=\"https:\/\/distributionstrategy.com\/wp-content\/uploads\/2023\/04\/Picture3-1.jpg\" alt=\"\" width=\"849\" height=\"906\" srcset=\"https:\/\/distributionstrategy.com\/wp-content\/uploads\/2023\/04\/Picture3-1.jpg 849w, https:\/\/distributionstrategy.com\/wp-content\/uploads\/2023\/04\/Picture3-1-281x300.jpg 281w, https:\/\/distributionstrategy.com\/wp-content\/uploads\/2023\/04\/Picture3-1-768x820.jpg 768w\" sizes=\"auto, (max-width: 849px) 100vw, 849px\" \/><\/a>\u00a0<\/span><span data-contrast=\"auto\">[click the image to view a larger version]<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335551550&quot;:2,&quot;335551620&quot;:2,&quot;335559738&quot;:0,&quot;335559739&quot;:240,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">The <\/span><a href=\"https:\/\/www.mikekunkle.com\/wp-content\/uploads\/2022\/09\/Performance-Analysis-Flowchart.pdf\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"none\">Performance Analysis Flowchart<\/span><\/a><span data-contrast=\"auto\"> is more often used by consultants or sales enablement\/sales performance pros, but I have seen managers use it. If you like it, see <\/span><a href=\"https:\/\/magerconsortium.com\/product\/pa-flowchart-worksheet-package-of-24\/\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"none\">this site<\/span><\/a><span data-contrast=\"auto\"> to purchase copies. (I do not benefit from this in any way; I just like it and recommend it.)<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:120,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><a href=\"https:\/\/www.mikekunkle.com\/wp-content\/uploads\/2022\/07\/Solutions-Chart-TSR-2022.png\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"none\">The Solutions Chart<\/span><\/a><span data-contrast=\"auto\"> is from my <\/span><a href=\"https:\/\/sparxiq.com\/sales-coaching-excellence\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"none\">Sales Coaching Excellence<\/span><\/a><span data-contrast=\"auto\"> program (adapted from <\/span><a href=\"https:\/\/www.amazon.com\/stores\/Ferdinand-F.-Fournies\/author\/B001IGOJXY\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"none\">Ferdinand F. Fournies<\/span><\/a><span data-contrast=\"auto\">, with permission) and most managers find it very helpful in determining when field training or sales coaching are the right solutions, and also \u2013 equally as important \u2013 when they won\u2019t fix the issue at hand.\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:120,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<h3><b><span data-contrast=\"auto\">Best Practices (Sales Methodology\/Playbooks)<\/span><\/b><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:240,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\">\u00a0<\/span><\/h3>\n<p><span data-contrast=\"auto\">If you haven\u2019t already connected this dot, the one thing that the above method doesn\u2019t give you is exactly what to do to close the performance gap \u2013 meaning, the exact right Activities or Methodology to use. This is something that your sales managers must bring to the table, or preferably, that you determine as a company.\u00a0\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:120,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">It\u2019s best to do it as a team, to align on best practices that produce results with your buyers and customers, with your products or solution sets, and in your industry or sub-vertical of wholesale distribution (electrical, motion control, fluid power, HVACR, plumbing, etc.).\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:120,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Where does this content come from? It can come from multiple places:<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:120,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<ul>\n<li><span data-contrast=\"auto\">The known best practices in your industry<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/li>\n<li><span data-contrast=\"auto\">Top performer practices in your company\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/li>\n<li><span data-contrast=\"auto\">Your chosen and adopted sales methodology<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/li>\n<li><span data-contrast=\"auto\">Your sales playbooks (buyer, product, process, and methodology documentation in the form of \u201cplays\u201d that you run)<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/li>\n<li><span data-contrast=\"auto\">Your policies and expectations for activity levels<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/li>\n<li><span data-contrast=\"auto\">Your company\u2019s training programs<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/li>\n<li><span data-contrast=\"auto\">An approved external resource<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/li>\n<li><span data-contrast=\"auto\">Your experience and expertise<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/li>\n<li><span data-contrast=\"auto\">Your rep\u2019s ideas to try<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/li>\n<li><span data-contrast=\"auto\">The \u201cA Players\u201d on your team<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/li>\n<li><span data-contrast=\"auto\">A \u201cB or C Player\u201d who excels at [XYZ].<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/li>\n<\/ul>\n<p><span data-contrast=\"auto\">In a perfect world, to <\/span><a href=\"https:\/\/sparxiq.com\/the-dangers-of-using-a-tips-tricks-sales-methodology\/\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"none\">avoid a free-for-all<\/span><\/a><span data-contrast=\"auto\">, \u201ctips and tricks\u201d sales culture, I\u2019d prefer to see an aligned and <\/span><a href=\"https:\/\/www.linkedin.com\/pulse\/building-blocks-close-up-spotlight-sales-process-mike-kunkle\/\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"none\">adopted sales methodology<\/span><\/a><span data-contrast=\"auto\"> that is either based on internal <\/span><a href=\"https:\/\/www.mikekunkle.com\/wp-content\/uploads\/2022\/09\/iQ-Advisory-Services-Top-Performer-Analysis.pdf\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"none\">top performer analysis<\/span><\/a><span data-contrast=\"auto\"> or <\/span><a href=\"https:\/\/sparxiq.com\/msf\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"none\">a commercial sales methodology based on proven-effective practices<\/span><\/a><span data-contrast=\"auto\">. But all the above are viable to solve an identified performance issue, and can support your chosen sales methodology, as well.\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559739&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<h2><b><span data-contrast=\"none\">Don\u2019t Leave It to Chance<\/span><\/b><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:240,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\">\u00a0<\/span><\/h2>\n<p><span data-contrast=\"auto\">Have you ever seen training like this for sales managers? Have you ever gone through it yourself? I\u2019ve done this for employers and with clients, and I know some companies do it, but generally speaking, it\u2019s very rare. Some sales managers learn from a mentor, others through tribal knowledge, some figure things out on their own, and others never do.\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:120,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Why leave this to chance, with some of the most valuable leaders on your team, in one of the most important functions for your company?\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:120,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Think about that. It\u2019s worth your time and attention, and I hope this article helps.\u00a0<\/span><span data-ccp-props=\"{&quot;201341983&quot;:0,&quot;335559738&quot;:120,&quot;335559739&quot;:120,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">If you\u2019d like to dig in deeper or talk about these concepts, <\/span><a href=\"https:\/\/www.linkedin.com\/in\/mikekunkle\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"none\">reach out and let me know<\/span><\/a><span data-contrast=\"auto\">. If this article helps you in any way on your journey toward improved sales effectiveness, please also feel free to share. I\u2019d enjoy hearing about your successes.\u202f<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Distributors need to invest in developing front-line sales managers.<\/p>\n","protected":false},"author":14,"featured_media":4011,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_tec_requires_first_save":true,"content-type":"","_EventAllDay":false,"_EventTimezone":"","_EventStartDate":"","_EventEndDate":"","_EventStartDateUTC":"","_EventEndDateUTC":"","_EventShowMap":false,"_EventShowMapLink":false,"_EventURL":"","_EventCost":"","_EventCostDescription":"","_EventCurrencySymbol":"","_EventCurrencyCode":"","_EventCurrencyPosition":"","_EventDateTimeSeparator":"","_EventTimeRangeSeparator":"","_EventOrganizerID":[],"_EventVenueID":[],"_OrganizerEmail":"","_OrganizerPhone":"","_OrganizerWebsite":"","_VenueAddress":"","_VenueCity":"","_VenueCountry":"","_VenueProvince":"","_VenueState":"","_VenueZip":"","_VenuePhone":"","_VenueURL":"","_VenueStateProvince":"","_VenueLat":"","_VenueLng":"","_VenueShowMap":false,"_VenueShowMapLink":false,"_tribe_blocks_recurrence_rules":"","_tribe_blocks_recurrence_description":"","_tribe_blocks_recurrence_exclusions":"","_featured_video_url":"","footnotes":""},"categories":[15],"tags":[],"coauthors":[143],"class_list":["post-4005","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-distribution-sales-strategy"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.3 - 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