Week 2 Assessment – Essays on coaching your sales team
• LO 02.02 – Determine critical sales metrics in support of department and organizational goals
• LO 02.03 – Discuss motivational techniques for sales personnel
• LO 02.04 – Practice coaching conversations with under-performing salespeople
• LO 02.05 – Explain quotas and sales multipliers
Career Relevancy
One of your primary responsibilities as a sales manager will involve coaching your team of salespeople. You will need to be able to explain quotas and sales multipliers, help your team understand and reach critical sales metrics, and motivate your salespeople—even when they’re under-performing.
Background
When you were a child, did you like to pretend to be someone else? Although pretending is a normal play activity, it also serves as a learning tool. A more grown-up term for pretending is role playing. Both pretending and role playing provide the opportunity for you to practice behaviors you’ve read about and/or observed. In this course, you’ve learned about several techniques managers can use to coach their salespeople. This assessment will allow you to role play those techniques as you respond to scenarios like those managers encounter in real life on the job. Although you’ll be writing your responses instead of acting them out, imagine yourself as a manager while you write. Pay attention to your body language, your tone of voice, and everything else that contributes to the way you interact with your salespeople. Have fun while you practice!
Question 1
You’ve hired a new employee who has never worked in sales before. Using words and examples your new employee can easily understand, explain what critical sales metrics are and how they support department and organizational goals. Your response must contain at least 100 words.
Question 2
During a visit to your store, your regional supervisor compliments you on your management skills and mentions that another manager in the area is having trouble motivating their salespeople. Your supervisor asks you to explain how you motivate the people on your team. What do you say? Your response must contain at least 100 words.
Question 3
Remember that new employee who’s never worked in sales before? What will you say to help them understand quotas and sales multipliers? Your response must contain at least 100 words.
Question 4
A salesperson on your team is great at forming relationships with customers and explaining product benefits. Unfortunately, this salesperson hasn’t been meeting their sales quotas. How will you coach them to help them improve? Be specific about what you will say and do. Your response must contain at least 100 words.
Question 5
A new member of your sales force is selling a lot of products, but you’ve noticed that they’ve been rude to your other salespeople. What will you say and/or do to help improve the new person’s performance? Your response must contain at least 100 words.