Most important, constantly be communicating the firm s overall plan and objectives. Communication breeds team spirit. One of the best vehicles to effectively communicate with a salesperson on your staff is to have a regularly scheduled marketing meeting each week. No other work in your firm is more important than the hour per week you spend in managing and cultivating the future profitability of your firm. This mandatory weekly meeting also is one of the best ways to monitor the activities of success of your salesperson.
Monitoring is the second most effective way to managing salespeople .
Monitoring is laying out your firm s objectives to your sales individual and monitoring how they are doing in helping the firm achieve those benchmarks. Having your goals on paper and communicating them to the salesperson is the first step in monitoring. The second step is inspecting the results and the routine of the salesperson to make sure they are on track. Monitor the quality of the new business they re bringing in and their effectiveness in managing their time. Based on your monitoring, then the communication part of your management kicks in again.