America's largest healthcare recruiting firm.

 



For over fifteen years, I have utilized Buckman Enochs Coss to hire over one hundred individuals for Sales and Sales Management positions for a variety of healthcare technology firms. Whether it’s been for Fortune 500 companies or early stage, VC backed start-ups, BEC has always done a terrific job in sourcing top-talent.

Scott Schlesner
Vice-President of Sales
Elsevier

Get Your Team to Reach its Quota in 2016
You’ve been working on a sales management strategy that can help your team achieve its potential in 2016, and you’ve been developing a personal strategy that can help you become a better leader and a stronger communicator during the year ahead. You’ve stayed up late, you’ve crunched the numbers and you know what you have to do. You’ve even endured some difficult conversations with your sales reps during the annual review process, and the next 12 months of work are cut out for you — and for them. But if you haven’t taken the following considerations into account, your plan may not be complete. Here are a few additional ways to get the most out of your teams in 2016. 

Provide ongoing feedback.
Create check-in mechanisms that keep your feedback continuous, not sporadic. You can’t watch your employees on every call, of course. But you can provide them with the means to monitor their own progress. Give them audit sheets and checklists that they can review in order to make sure their PIPs are on track. Encourage them to gather feedback from one another and support each other’s progress. And of course, keep your door open at all times.
 
Keep expectations clear. 
As the year begins, each of your reps should know exactly where they’d like to be in January 2017. Goals should be clear, mutual and shared. They should also be actionable. Your job isn’t complete if a sales rep knows what to do, but has no idea how to do it. 

Back them up. 
You aren’t just a coach, and by all means, you aren’t a drill sergeant. You’re also an educator, a resource provider and higher-level company figure who can step in when your reps are struggling to answer a client question or adjust an offer or price point. When your teams come to you for help, be available. In fact, be proactive and ready to step up before they even ask. 

Reward successful moves.
Even if they don’t play out as expected, reward the kinds of moves you want your employees to take. Praise actions and intentions, not just results. In other words, if you want your teams to take risks and step outside their comfort zones, applaud them when they do, even if these moves crash and burn or their risky strategies backfire. Walk them through what went wrong, but stay focused on the primary message regarding what they did right. 

Set an example.
Stay focused on your own goals in order to keep your employees focused on theirs. Show them an example of what professionalism, focus, and determination look like. For more on how to tackle the challenges that lie ahead, turn to the sales staffing experts at Buckman Enochs Coss and Associates.