Canopy

Software for Sales Managers

Manager's Minute

Do you have the right team? It’s time to think like a GM…

by Pat Rodgers

In professional sports, the General Manager, or GM, has one single purpose: to put the best possible player in every position on the field. If you have ever watched Hard Knocks you’ve seen how this works. Each player is evaluated every single day. If someone goes down the GM has another person in that locker the very next day. They are constantly on the hunt for bigger and better talent. No one is irreplaceable. 

As a leader we can get caught up in the day to day and not lift our head up to see what else is out there. In our current environment the market is ripe with talent. In my most recent search for AE candidates the talent pool felt more like a talent ocean. I’m not talking about those that were laid off. Plenty of fantastic sales people are looking for their next opportunity, promotions have been delayed, leads are thin, there are plenty of folks ready to be your A player. Don’t get caught up with the fact that you do not have an open headcount. If someone isn’t performing, and we all have that someone, that is your open headcount. 

Don’t get me wrong, I’m a firm believer in player (seller) development. This is one of the fundamental reasons why we built Canopy. The thing we have to keep in mind is that sales is a two-way street. If you are coaching and giving it your all you have to expect the same from your sellers. If the results aren’t there you need to be ready to rip that bandaid and have someone better ready to jump right in. 

You will have to let people go. This is an inevitable outcome in sales leadership. By the time you make the decision you’re probably 3-6 months to late. Don’t extend that resource gap further by not having candidates waiting in the wings. Evaluate your team this week. Stack rank based on all criteria: Results, Coachability, Conversion Rates, Responsiveness, etc. etc. 

Your job is to be the GM of your team. If you put the best possible players on the field you will always see success!

-The Frontline

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