If you’re having a good month, talking with your sales manager is easy. You’re riding high and hitting quota, be you an SDR or a full cycle sales rep, and they’re excited to talk with you. Depending on how successful you aren’t, though, communicating with your sales manager can, at times, be a stressful situation. It doesn’t have to be, though.
Whether it’s your weekly one-on-one or you’ve got something really pressing to talk about right now, there are some things you should know before you start talking with your sales manager.
There are four things that you need to keep in mind when that call from the head of sales floor rings out, or when your calendar reminds you of your weekly meeting:
- Know your numbers inside and out.
- Never complain.
- If you need to voice a problem, make sure you bring a solution.
- Listen, listen, listen.
Know Your Numbers, Inside and Out
What KPIs are you held to? For our SDRs, the most important ones are the number of meetings that they’ve booked, the number of meetings that they’ve completed, and the number of SQLs those meetings resulted in. When talking to their leader, our SDRs need to know where they are at all times against their goals (and we have goals for each), and you should do the very same. Here’s the thing, though – do you know what you need to do behind the scenes to get to your KPIs? What I mean is this: If Jenna is working for one of our clients and that client expects 12 meetings per month, and of those meetings, they expect that 10 of those meetings are going to convert to an SQL, how many meetings need to be completed? How many quality conversations per day does Jenna need to have, throughout the month, in order to book 12 meetings? How many activities does Jenna need to make in order to get to that quality conversation number? Of those activities, how many should be phone dials versus emails? What about Jenna’s current state of affairs? What is her connect rate? Of the number of dials she makes, how many of those result in conversations? What is her meetings booked rate? Of the number of quality conversations she has, how many result in a booked meeting?
Do you know your “behind the scenes” numbers? You should. Your sales manager wants you to. When it’s time to talk, make sure you come prepared with all of your numbers.
This may actually be the most important thing to remember when talking with your sales manager (or any manager for that matter). Never, ever, ever complain to your manager. Do your leads stink? Deal with it. Are your goals unattainable? Deal with it. Is your territory too big? Deal with it. Is your territory too small? Deal with it. Do your AEs not want to talk with you? You have to deal with it.
You can also choose not to deal with it. No one’s keeping you in the position that you’re in.
If you like where you’re working, though, you have to find a way to make the difficult things work. British-Australian Theravada Buddhist monk Ajahn Brahm said, “Complaining is finding faults. Wisdom is finding solutions.”
Speaking of solutions, we’ll cover that in next week’s blog. Stay tuned!
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