As we wind down 2012, I want to share a quick snippet from the single best article I read this year on what it means to be a Sales Manager.
So how do you best guard their time?
One idea is to give them a place to share exactly the issues that are taking them off the phone and away from prospects.
Salesforce.com COO George Hu shared how they did exactly that: they created a chatter group for ‘Airing of Grievances’.
(For those unfamiliar, Chatter is enterprise social network/collaboration platform within Salesforce.com. Here’s a 2 minute Chatter explainer video.)
I think this is pure genius
An “Airing of Grievances” group can offer:
- An internal place for Reps to share frustrations
- A platform for the entire sales org to crowd-source solutions
- Visibility into issues that normally, would never land on the desk of the COO or VP of Sales
Don’t think: the worst of anonymous internet commenting.
Do think: professional, linked to your name & photo, and visible right up to Executive Management.
Listen, you trust your reps to conduct themselves externally on LinkedIn groups. I’m pretty sure they won’t betray that trust internally in a Chatter group.
What do you think? What else can Sales Managers do to act as time guardians?