According to pipetop.com, Sales Cadence is:
The frequency or sequence with which you meet with the team and individuals on the team. It’s how to monitor progress. A predefined cadence is a critical element to successful sales leadership.
The two things that stood out for me in the above description are:
- It’s how to monitor progress;
- Frequency or Sequence you meet the team or individuals.
So, sales cadence is how often you meet with the team, and how you monitor them. If I was an Account Manager, I wouldn’t like the idea of “being monitored”. It sounds a bit like the boss wants to make sure he’s getting his money’s worth out of me.
A lot of the best sales people I’ve met are very independent. They don’t necessarily like the idea of “a meeting with the boss”; they’d rather just get on with the job.
So, knowing that your best team members probably don’t want to meet you on a regular basis, even if you are offering donuts, why, as a CEO, should you initiate daily / weekly meetings with your best Account Managers then?
We all like to win! We all like to earn more money! And sometimes, even if we don’t like to admit it, we all need a little help.
There WILL be accounts that your Account Managers are struggling with; they’re probably just not telling you. There will be prospects that haven’t picked up the phone for a while; you’re probably only hearing about the ones that pick up.
Sales Cadence will allow you to help your Account Managers. It will allow you to guide them through potentially tricky sales processes. It will allow you to get an understanding of where they’re struggling.
And this is why it is really important that you initiate an open, trusting environment.
Your Account Managers need to trust you!
I have worked for managers who wanted to hear the “good stuff”. Managers who wanted to literally “hear me on the phone” all day, every day. Managers who would squint every time I mentioned that I was struggling to get a prospect on the phone.
To be a good manager of (independent minded) Account Managers, sometimes you need to be a shoulder to cry on. Perhaps not literally; but they need to feel like they can tell you anything.
Ask yourself; do you feel like your sales people could tell you their struggling right now?
And this is why; Sales Cadence isn’t the issue; the issue is how you sell it to your team. If you tell your team that sales are down, so you want to see what they’ve been doing all day; you’re never going to get them on board. But, if you tell them that you want them to perform to the best of their abilities; whether they’re having a good day or a bad day, you have their back; and let them know that allowing someone to help them see where they could improve, will result in bigger commission checks – you’ll get them on board.
My name is Mike. Together, Dinesh Kandanchatha and I help companies increase their sales. We take care of everything from Lead Gen, Initial Outreach to training and hiring Account Managers.
We’re also, “the shoulder to cry on” for a lot of Account Managers. We’re the folks that speak to them on a daily basis, and give them their opportunity to vent their frustrations.
If you’re looking for help with you’re looking to hire, train or re-engage your sales team, please do Email Me.