Great sales leaders demonstrate three things consistently. They are great sellers, great coaches, and great operators. We find that of these three traits, leaders are best at trait #1 (no surprise that skilled sellers get promoted to management), but typically fall short on traits #2 and 3 (coaching and operating).
We have published 16+ blogs on or around sales coaching – it’s a popular topic. What’s less popular? The mechanics of successfully operating a sales team.
The good news is, of the three leader traits, "operating" is the easiest to learn and most straight forward (albeit detailed) to implement. It also supports coaching by putting structure around what you look for in your team interactions and how you help them get there.
We don’t care what you call your method of operations – cadence, rhythm, motions, cycle, sequence... If you have a structured series of team and one-on-one meetings and interactions (over the course of a year, quarter, month, and week) that together help your team make their number and meet organizational goals, you are an effective operator.
Here is a 7-point checklist, with supporting examples, that you can use to give yourself an honest grade on how you operate your sales team. How does your management cadence stack up?