Development of the first
line manager as coach
Meridian firmly believes that a strong first line sales management
team is a vital component in the successful execution of sales
strategy. This team acts as a conduit between senior management
& customers, directing and developing the strategy and the
translating it into the ‘daily actions’ of the sales
force.
Customer management is primarily an external function because
debates with customers are generally held off-site. The organisation
must have confidence that front line sales people are performing
the correct task, with the correct customer, as effectively as
possible.
The first line managers’ role is to ensure that this happens.
They need to motivate and develop their subordinates. To do his
well means acting as a coach, to extend and develop the sales
person’s knowledge and skill. They must create the right
environment, set objectives, agree an action plan and review progress.
Meridian helps organisations develop this attribute. So often
the first line manager acts as a troubleshooting ‘super
sales person’. We work with clients to develop an ‘on
the job’ coaching environment, reducing the need for large
numbers of formal, classroom style training sessions and increasing
the practical element. This not only improves the business results
and reduces the time taken off the road, but also provides a more
fulfilling role for both manager and sales person.
